Account Relationship Manager at Palo Alto Networks (Dallas, TX)

| Dallas-Fort Worth, TX
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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.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. 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.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Job Description

Your Career

As an Account Relationship Manager, you will partner closely with internal and external partners to accomplish your sales objectives. Your partnership, expertise, and understanding of the evolution of cybersecurity sets you apart, and you chase value-driven impact for our clients. The prospect of solving complex cyber challenges excites you, and building recommendations for those challenges for unique sets of customers brings you fulfillment. In this role you will focus on building a profitable trusting relationship with our customers to proactively drive revenue growth through on-time renewals, refresh, and expand opportunities.

Your Impact

  • Proactive engagement with Channel Partners, End User Customers and Account Managers 
  • Manage and develop all renewal opportunities within an assigned verticalized or geographic district
  • Close collaboration with the Services Sales to increase revenue and support adoption efforts
  • Consistently engaged in strategic account planning across all business lines 
  • Drive upsell within Network Security speedboat to motivate the customer to consider expand product purchases
  • Network Security speedboats: Firewall [Hardware and VMs]; Prisma SASE [Prisma Access and Prisma SD-WAN/CloudGenix]; and Security Subscriptions
  • Identify cross sell opportunities and make an appropriate introduction between the key account managers in the speedboats and the End User 
  • Understand and be able to articulate the value propositions of maintaining up to date and optimized cybersecurity solutions to End Users and Channel Partners
  • Ability to accurately and timely forecast the business in SFDC and additional applications as required
  • Diligently follow up and coordinate with Field Sales Teams, Sales Managers, Channel Partners and End Users to bring in new expansion and add-on business
  • Ability to quickly build productive relationships in a fast-paced, high-performance environment
  • Own the entire process from pipeline generation, internal collaboration to opportunity closure
  • Maintain regular communications with the Sales Account Managers regarding their accounts to ensure they are fully aware of customer interests and status and to recommend follow up with the customer on broader opportunities
  • Assist with building and refining processes and best practices, within and outside the Renewals team

Qualifications

Your Experience

  • 2 - 5 years of experience in managing customer base for all Enterprise and Commercial accounts

  • Knowledge in working with Channel Partners

  • Track record of achieving sales goals and objectives

  • Previous renewal / subscription services experience a benefit, but not required

  • Proven ability to learn new technology quickly, adapt to changing needs and possess strong analytical skills

  • Passionate about sales and consistent track record of achieving and exceeding sales goals

  • Enthusiastic, driven and confident: ability to clearly and persuasively articulate the company’s mission, product and business opportunity

  • Excellent time management and interpersonal skills

  • Ability to build quotes with various product configurations - Configurations are not typical but not standard

  • Experience working with Salesforce for forecasting and CPQ for quoting

  • To come in at a senior level you must have:

    • Validated sales results and forecast track record

    • Solid Palo Alto Networks product knowledge

    • Strong written and verbal communications skills

    • Skilled with the sales systems, forecasting and quoting

Additional Information

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.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, 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.

Disclosure required by sb19-085 (8-5-20) of the minimum compensation (includes on-target earnings = base + on target incentives for sales roles) for this role to be located in the state of Colorado. If hired in Colorado, this position starts at $94,400/yr. Depending on the position offered, restricted stock units and incentive or bonus pay may be provided as part of this compensation package. Additional benefits may be found here.

Covid-19 Vaccination Information for Palo Alto Networks Jobs

  • Vaccine requirements and disclosure obligations vary by country.
  • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
    • The job requires accessing a company worksite
    • The job requires in-person customer contact and the customer has implemented such requirements
    • You choose to access a Palo Alto Networks worksite
  • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

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

Covid-19 Vaccination Information for Palo Alto Networks Jobs

  • Vaccine requirements and disclosure obligations vary by country.
  • Unless applicable law requires otherwise, you must be vaccinated for COVID or qualify for a reasonable accommodation if:
    • The job requires accessing a company worksite
    • The job requires in-person customer contact and the customer has implemented such requirements
    • You choose to access a Palo Alto Networks worksite
  • If you have questions about the vaccine requirements of this particular position based on your location or job requirements, please inquire with the recruiter.

More Information on Palo Alto Networks
Palo Alto Networks operates in the Cybersecurity industry. The company is located in Santa Clara, CA and Plano, TX. Palo Alto Networks was founded in 2005. It has 10190 total employees. It offers perks and benefits such as Flexible Spending Account (FSA), Disability Insurance, Dental Benefits, Vision Benefits, Health Insurance Benefits and Life Insurance. To see all 406 open jobs at Palo Alto Networks, click here.
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