Major Account Manager

Palo Alto Networks

. Develop territory plans for a defined set of accounts in collaboration with management .

Posted 10/1/2026full-timeRemote • GermanyMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in SaaS sales and subscription sales, with a strong focus on identity security and privileged access management. Proficient in managing enterprise accounts and articulating business value to C-suite and technical decision-makers while maintaining accurate forecasting and CRM management.

Highest-signal resume keywords

SaaS SalesIdentity SecuritySalesforce CRMFluent GermanEnterprise IT Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Subscription SalesCybersecurityDatabase ManagementSIEMInformation SecurityLead GenerationNegotiationContractingDeal ClosureForecasting

Soft Skills

CollaborationCommunicationRelationship BuildingStrategic Planning

Industry Keywords

Enterprise AccountsC-Suite EngagementIT Business ObjectivesSensitive Data SecurityChannel Partners

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Develop territory plans for a defined set of accounts in collaboration with management
Build product knowledge, map products to customer strategic imperatives, and articulate business value to C-suite, technical, product, and finance decision-makers
Plan engagement activities to build and maintain enterprise accounts and deliver revenue above quota
Follow up on incoming or self-generated leads and articulate identity security and privileged access management needs and methodologies
Lead the full sales cycle from lead generation through proof of technical and business value, negotiation, contracting, and deal closure
Forecast business accurately and maintain Salesforce CRM systems with up-to-date business information
Operate within the Major Account Executive team and lead cross-functional go-to-market and marketing teams
Work with channel partners to extend sales and delivery reach
Manage enterprise customers across the Germany territory

Requirements

What you’ll need

Demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises
Ability to relate IT to business objectives
Understanding of use cases and requirements in securing sensitive data and customers’ IT systems by qualifying identity security opportunities
Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience
Active network of contacts across the Enterprise customer ecosystem
Fluent German and English
No immigration sponsorship available; applicants must not require work visa sponsorship

Benefits

Comp & perks

Reasonable accommodations for qualified individuals with a disability or special need
Equal opportunity employment
Confidential handling of applicant information according to EEO guidelines