Major Account Manager - Regional Government, Scotland

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Your Impact

• As a Major Account Manager, you will drive and orchestrate large complex and multi-year sales cycles aligning internal partners and specialist teams to consistently secure large enterprise agreements and exceed revenue targets.
• Own and develop a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives
• Through consultative selling experience you will identify business challenges and create solutions for prospects and our customers driving vendor consolidation across network, cloud and security operations.
• Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization to navigate complex procurement matrices and lock in long-term strategic partnerships.
• Master the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals, accurate forecasting and predictable pipeline through detailed territory & account plans that align directly with the customer’s board-level priorities.
• Develop and execute comprehensive account strategies that align Palo Alto Networks’ platform capabilities to the customer’s long-term business and security roadmap to drive cross-platform adoption and maximize the total contract value of every engagement.
• Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions
• Build board ready business cases and financial models to create a compelling value proposition that justifies significant long term customer investment and accelerates executive sign-off.
• Anticipate industry and macroeconomic trends, and how they affect Palo Alto Networks products and services to ensure flawless execution, deployment and high impact-customer success.
• Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams
• Travel as necessary within your territory, and to company-wide meetings

Qualifications

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry
• Experience working with Regional Government customers.
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Proven success managing a limited number of complex accounts with long, non-linear sales cycles
• Technical aptitude for understanding how technology products and solutions solve business problems
• Identifies problems, reviews data, determines the root causes, and provides scalable solutions
• Cultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customers
• Demonstrated ability to engage and influence senior executive decision-makers across multiple functions and lines of business
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Successful collaboration with internal partners such as marketing, sales specialists, etc to drive a multi-product approach
• Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers
• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes
• Excellent time management skills, and work with high levels of autonomy and self-direction
• Consistent history of meeting or exceeding targets in a major accounts sales role

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 accommodations@paloaltonetworks.com.

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.