Major Account Manager - Regional Government, Scotland
Core
Drive and orchestrate large complex, multi-year sales cycles for regional government and large enterprise accounts to secure agreements and exceed revenue targets.
Role type
Senior Major Account Manager (Regional Government)
Builds
Long-term strategic partnerships and cross-platform adoption of Palo Alto Networks security solutions for government and enterprise clients.
Domain
Cybersecurity / Network Security / Government Sector
Required skills
consultative selling, complex account management, vendor consolidation strategy, C-suite executive engagement, financial modeling, territory planning, channel partner cultivation, multi-threaded sales motion leadership, competitive landscape analysis, board-level business case creation
Preferred skills
SaaS architecture knowledge, networking and security industry experience, regional government customer experience, technical aptitude for security solutions, holistic problem solving
Technologies
Palo Alto Networks platform, network security solutions, cloud security solutions, security operations platforms
Responsibilities
Own and develop a portfolio of complex accounts within large enterprises and regional government; Lead highly complex, multi-threaded sales motions involving multiple C-suite executives; Create clear goals, accurate forecasting and predictable pipeline through detailed territory & account plans; Develop and execute comprehensive account strategies to drive cross-platform adoption; Build board ready business cases and financial models; Collaborate with sales specialists to position the whole product suite; Anticipate industry and macroeconomic trends affecting products and services; Serve as the executive lead for the account, coordinating internal executive sponsorship and partners; Travel as necessary within territory and to company-wide meetings
Seniority
Senior, hands-on IC with executive-level account ownership