Major Account Manager - Defense Industry (Rüstungsunternehmen)

In this role you guide large, complex opportunities across Germany, aligning Palo Alto Networks’ security portfolio with customer needs. You drive revenue through consultative selling, orchestrating multi-stakeholder engagements and tailoring value propositions to secure critical, transformative outcomes. You work with cross-functional teams to navigate the threat prevention landscape and advance customers toward a zero-trust architecture. This is a high-impact, revenue-driven position with strong collaboration and growth opportunities.

• Lead and orchestrate large, complex sales cycles with internal partners to serve customers
• Apply consultative selling to identify business challenges and craft tailored solutions
• Position Palo Alto Networks solutions against competitive landscapes to meet customer needs
• Develop detailed territory plans and forecast accurately
• Use customer success stories to articulate value and ROI for each account
• Monitor industry trends and assess impact on product and service offerings
• Travel within the territory and to company-wide meetings as needed

• Experience with SaaS-based architectures, preferably in networking/security
• Proven track record selling complex solutions and performing value/consultative selling in the German Defence sector
• Technical aptitude to understand how tech products solve business problems
• Ability to diagnose problems from data, identify root causes, and propose scalable solutions
• Experience cultivating channel partner relationships for go-to-market
• Comprehensive knowledge of the full sales cycle and structured process
• Holistic problem-solving mindset considering interdependencies and outcomes
• Excellent time management with high autonomy
• English and German language proficiency, strong communication and presentation skills

• Strong communication and presentation skills
• Autonomy and self-direction
• Relationship-building and stakeholder management
• SaaS-based architectures
• Security and networking domain knowledge
• Consultative and value-based selling techniques