Named Account Manager, SLED

Newark, NJ, United States

Company Description

Our Mission

At Palo Alto Networks everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Our Approach to Work

We lead with flexibility and choice in all of our people programs. We have disrupted the traditional view that all employees have the same needs and wants. We offer personalization and offer our employees the opportunity to choose what works best for them as often as possible - from your wellbeing support to your growth and development, and beyond!

Job Description

Your Career

The Named Account Manager (State & Local) is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements. You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.

You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies. Oh, and did we say you love to sell? Because selling is what gets you out of bed every morning. This is not just a career – it’s a meaningful challenge that impacts our lives in the digital age.

Your Impact

Perform high-level sales planning, leading to accurate forecasting of the business

Build a fundamental understanding of security threats, solutions, security tools or network technologies

Generate volume opportunities to deliver a predictable book of business and drive forecast accuracy

Engage a programmatic approach to demand to generate, develop, and expand your territory

In close partnership with your Systems Engineer, you’ll demonstrate mid-market account selling strategies into a mix of install base and competitively held private companies

Communicate value propositions to clients and stakeholders that speak intimately to their needs and requirements

Bring to bear all cross-functional resources to achieve your quota: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales ops (including the deal desk and the response team), and others

Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services

Travel as necessary within your territory, and to company-wide meetings

Qualifications

Your Experience

6+ years experience covering SLED business in New Jersey with a state and local government

Hunter mentality with experience uncovering and penetrating white-space accounts

Understand how to win by using Channel partners, and are comfortable with a channel-centric go-to-market approach

Demonstrated ability to segment accounts across the territory and dig in using the entire ecosystem with a specific focus on partners and marketing

Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts

History of exceeding your quota

Possess a successful track record selling complex-solutions directly to mid-market customers

Excellent time management skills, and work with high levels of autonomy and self-direction

Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals

Additional Information

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship?: No. Please note that we will not sponsor applicants for work visas for this position.

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