Major Account Manager, Public Sector

**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.
Our vision is a world where each day is safer and more secure than the one before. 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.

**Who We Are**

We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few
**Job Description** Your Career**

As a Major Account Manager, you will be responsible for managing some of our key Public Sector and GLC customers in Malaysia. You are the primary point-of-contact for major accounts and are accountable for delivering at above quota sales performance in your region. You are motivated by a hunger to solve critically difficult challenges that face our clients. You develop trusted relationships at a high, executive level, focusing on the strategic nature of the partnership. This means that you have a concrete understanding of our product suites, and are able to help identify areas that can be resolved by Palo Alto Networks solutions.

You will lead to identifying and signing appropriate channel partners as well as training them on our solutions. Additionally, your credibility will guide your customers in their search to transition to a more secure online environment. You feel empowered by our product offerings - and love a technical challenge.

**Your Impact**
- You will specifically be responsible for acquiring and managing key Public Sector and GLC customers in Malaysia
- Employing world-class account management skills to identify cross-selling and up-selling opportunities within the target accounts
- Be a highly competent presenter, with a proven track record in selling to executives
- Develop and maintain detailed account profiles including organisational charts for all accounts to be reviewed by management on a quarterly basis
- Facilitate communication on strategic and tactical issues facing our clients and partners
- Maintain continuity and up-to-date knowledge of industry trends, technical developments, and governmental regulations that affect target markets
- Develop market strategies and goals for each product and service - understand the strategies, goals, and objectives of accounts
- Lead coordinating account strategy and tactics for sales support team (inside sales, systems engineering, sales management)
- Take full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process
- Extensive domestic travel and possible International travel as necessary

**Qualifications** Your Experience**
- At least 10+ years of quota carrying sales experience, ideally in the Malaysia Public Sector space.
- Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
- Technical aptitude for understanding how technology products and solutions solve business problems
- Ability to identify problems, reviews data, determines the root causes, and provides scalable solutions
- Strong ability to collaborate with partners and internal technical team to provide world class solutions to out customers.
- Self-motivated with strong experience selling into the public sector space
- Excellent time management skills, and work with high levels of autonomy and self-direction

**Additional Information** The Team**

Palo Alto Networks has brought technology to market that is reshaping the cybersecurity threat and protection landscape. Our ability to protect digital transactions is limited only by our ability to establish relationships with our potential customers and help them understand how our products can protect their environments. This is where our sales teams come in. Our sales team members work hand-in-hand with large organizations to keep their digital information safe. Our passionate sales teams edu