Account Relationship Manager

Job Description

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.

• 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

• 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

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.

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 [emailprotected]

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.