Major Account Manager - Private Sector

About Palo Alto Networks

Palo Alto Networks is dedicated to safeguarding the digital lifestyle by innovating at the intersection of technology and real-world impact. The company cultivates a collaborative, inclusive environment where every voice and idea matters, encouraging employees to engage in meaningful endeavors alongside passionate colleagues.

Driven by values of Disruption, Collaboration, Execution, Integrity, and Inclusion, Palo Alto Networks integrates AI throughout its solutions to amplify the contributions of each team member. The organization works remotely but maintains a strong culture of trust, shared success, and accountability across its geographically diverse teams.

Role Overview

The Major Account Manager position in Ireland focuses on aggressively cultivating previously untapped "Dark Apex" accounts by acquiring new clients and expanding existing relationships. This hunter role emphasizes displacing legacy cybersecurity solutions by promoting Palo Alto Networks' integrated security platform, including Strata, Cortex, and Prisma Cloud, transforming a territory rich with whitespace into a vibrant platform ecosystem.

Key Responsibilities

• Proactively identify and engage accounts with no prior revenue to build a robust pipeline.
• Execute market disruption strategies to replace incumbent competitors like Zscaler, Crowdstrike, and Fortinet.
• Drive net new logo generation through consistent, reference-based program scaling.
• Utilize the MEDDPICC framework to effectively qualify and close large-scale acquisition opportunities.
• Lead executive outreach initiatives, fostering peer-level relationships between company leadership and C-suite executives within target accounts.

Experience and Qualifications

• Extensive background in hunting new business and developing greenfield accounts in cybersecurity.
• Proven track record in competitive displacement and winning bake-offs against established incumbents.
• Skilled at managing high-volume, long-tail ecosystems via repeatable sales plays for efficient scaling.
• Resilient self-starter capable of navigating complex, lengthy sales cycles within major accounts.
• Strong existing connections and thorough knowledge of the Irish indigenous market and G2000 subsidiaries.

Company Commitment

Palo Alto Networks is an equal opportunity employer committed to diversity and inclusion. The company supports reasonable accommodations for qualified individuals with disabilities and maintains confidentiality in line with Equal Employment Opportunity standards.

This position does not offer visa sponsorship.