Major Account Manager - Research

As a Major Account Manager, you drive large, complex sales engagements with enterprise customers in Germany, aligning Palo Alto Networks’ portfolio to address critical security challenges. You’ll collaborate with internal teams to orchestrate multi-stakeholder deals and craft clear value propositions that map to customer outcomes. The role sits at the heart of our growth engine, supporting customers through transformative, zero-trust security journeys. You’ll benefit from structured onboarding (FLIGHT) and cross-functional support to accelerate impact.

• Drive and orchestrate large, complex sales cycles with internal partners to serve customers
• Apply consultative selling to identify business challenges and design solutions
• Understand the competitive landscape and position the full portfolio effectively
• Develop a detailed territory plan with clear goals and accurate forecasting
• Leverage customer stories to articulate value and business impact for each account
• Stay informed on industry trends and their implications for our products and services
• Travel within the territory and to company-wide meetings as needed
• Collaborate with channel partners to execute a channel-centric go-to-market approach

• Experience with SaaS architectures, preferably in networking or security
• Proven track record selling complex solutions with a consultative, value-based approach to German accounts
• Technical aptitude to understand how technology solves business problems
• Ability to identify root causes from data and design scalable solutions
• Strong relationship-building with channel partners for GTM execution
• Solid understanding of the full sales cycle and a structured sales process
• Holistic problem-solving mindset considering interdependencies and outcomes
• Excellent time management with high autonomy and self-direction
• Proficiency in English and German, with strong communication and presentation skills

• communication and presentation skills
• autonomy and self-direction
• relationship-building and collaboration
• SaaS architectures
• networking and security domain knowledge
• value selling / consultative sales techniques