Strategic Account Director
vor 2 Wochen
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· A role for someone with advanced knowledge and skills. May involve mentoring, leading others or specialisation. Typically at least 5 years of experience.Palo Alto Networks, the global cybersecurity leader, is shaping the cloud-centric future with technology that is transforming the way people and organizations operate. Our mission is to be the cybersecurity partner of choice, protecting our digital way of life. We help address the world's greatest security challenges with continuous innovation that seizes the latest breakthroughs in artificial intelligence, analytics, automation, and orchestration. By delivering an integrated platform and empowering a growing ecosystem of partners, we are at the forefront of protecting tens of thousands of organizations across clouds, networks, and mobile devices. Our vision is a world where each day is safer and more secure than the one before.About the role
Your Career At Palo Alto Networks, we are committed to securing the digital world and empowering organizations with endless possibilities. As a Strategic Account Director, you will play a pivotal role in managing major, strategic accounts, establishing strong relationships with key executives, and exceeding sales quotas and Key Performance Indicators (KPIs). You will adopt an indirect leadership role across a number of shared services all focused on ensuring your and our success in your assigned territory, and optimizing market presence, revenues, and results for Palo Alto Networks. Your ImpactCreate and drive multimillion dollar, multi year pursuits with key strategic accounts in your assigned territoryManage major, strategic accounts, exceeding sales quotas and KPIs - Build and nurture relationships with key executive stakeholdersLeverage your consultative selling experience to identify business challenges and create solutions for prospects and our customersUnderstand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutionsCreate clear goals and complete accurate forecasting through developing a detailed territory planLeverage prospect stories to create a compelling value proposition with insights into value for that specific accountStay updated on industry news and trends, and how they affect Palo Alto Networks products and services - Demonstrate industry knowledge, articulating unique value to customers - Develop strategies aligning customer's business goals with Palo Alto Networks’ value propositionTravel as necessary within your territory, and to company-wide meetingsTake up an indirect leadership role responsible for orchestrating a diverse shared services team to optimize revenues and profitabilityEstablish strong relationships with C-level executives and decision-makers - Identify mutually beneficial business opportunities with external partnersProvide credible leadership across various business functions, fostering collaboration - Be accountable and trusted in customer and internal interactionsDrive revenue-maximizing opportunities, utilizing Palo Alto Networks’ capabilities - Focus on high-value growth with a long-term perspective, executing innovative business modelsImplement processes to monitor customer satisfaction and loyalty - Enhance Total Customer Experience and deliver maximum value through continuous improvementCultivate value-added partnerships, extending Palo Alto Networks’ reach and capabilities - Deliver incremental benefits to customers through strategic collaborationsYour ExperienceTo excel in this role, you'll bring 15 years of experience and knowledge in B2B SaaS sales, ideally within BFSIProven track record of leading multi-year, multi-million dollar initiatives, from pre-sales to customer service handoffSuccessful history of direct selling, consulting, and service delivery in the technology industry, focusing on multi-year solutionsStrong understanding of various business models and connecting them with how IT drives profitabilityResilient and credible leadership abilities, indirectly leading across multiple functions and fostering collaboration and accountabilityEntrepreneurial mindset, identifying and pursuing substantial growth opportunities with a long-term viewExcellent verbal and written communication skills to engage with executives and decision-makersStrong executive presence, building relationships with senior stakeholders and partnersExperience and knowledge of SaaS-based architectures, ideally in a networking and/or security industryDemonstrated experience selling complex solutions, value selling, and/or consultative sales techniquesTechnical aptitude for understanding how technology products and solutions solve business problemsCultivate relationships with our channel partners to bring channel-centric go-to-market approach for our customersDemonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales processAbility to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomesExcellent time management skills, and work with high levels of autonomy and self-directionWhat you'll be responsible for
Advocate for customers by providing feedback to internal teams on how to better meet customer needsEfficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunitiesSkills you'll need
Focuses on outcomes and the steps it takes to achieve themIdentifies problems and develops logical solutions that address the problems
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