At a Glance
- Tasks: Drive tech change in defence accounts and execute strategic sales initiatives.
- Company: Join a leading cybersecurity firm committed to innovation and collaboration.
- Benefits: Competitive salary, inclusive culture, and opportunities for professional growth.
- Other info: Be part of a diverse team dedicated to solving complex cyber challenges.
- Why this job: Make a real impact on national security through digital transformation.
- Qualifications: 6+ years in enterprise sales with a strong grasp of the UK Defence sector.
The predicted salary is between 51750 - 63250 £ per year.
As a Major Account Manager, you will be responsible for challenging the status quo and current ways of operating by driving tech change and digitalization across our most critical defence accounts. You will be instrumental in executing our strategy to EXPAND our footprint by driving BIG DEALS through PLATFORMIZATION and strategic programs.
Consultative Sales and Digitalization: Leverage consultative selling experience to identify complex business challenges and champion solutions that drive significant operational and business case benefits for defence customers. Focus on driving Adoption and Value of our existing security services within the DIB.
Strategic Customer Engagement: Lead, drive, and orchestrate large complex sales cycles. Build and maintain enduring relationships with key CXX/C-exec level decision-makers across the UK Defence Industry Base, including target accounts such as Lockheed Martin, Raytheon, Qinetiq.
Platform Leadership: Position our multi-domain capabilities around core modernization themes, including Zero Trust Networks and Secure Cloud & AI Assets.
Ecosystem Development: Develop and execute sales strategies tailored for the UK Defence Industry Base, including building and executing against Joint Venture approaches with Primes and large System Integrators (SIs).
Opportunity Generation: Actively pursue new business opportunities and identify how our Next Gen Platforms and Cyber Intelligence offerings can contribute to portfolio growth.
Your Experience
- Industry Expertise: Strong enterprise sales experience (ideally 6+ years), ideally but equally comparable industries, a strong understanding of the UK Defence Industry and Aerospace market and the wider Defence Sector, including the partner eco-system and procurement landscape.
- Driving Change: Demonstrated experience in disrupting or challenging the status quo through new business wins and platform adoption. Must be able to evidence success in selling large, complex solutions.
- Technical Acumen for Digital Transformation: Technical aptitude for understanding how technology products solve business problems. Specific experience or knowledge relating to key digital themes in defence is highly desirable.
- Strategic Engagement: Proven ability to engage at the CXX level and collaborate effectively with key partners, taking a holistic approach to problem-solving within complex interrelationships.
- Sales Execution: Demonstrated ability to follow a structured sales process, managing the full sales cycle, including pipeline creation and pursuit management across large, complex programs defined as multi-threaded opportunities with $3-4m+ potential.
This role offers the opportunity to contribute directly to securing the nation's most critical digital environments and enabling operational advantage.
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 every day - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.
This role is critical to achieving our goal of growing the UK Defence business over the next five years.
The Opportunity
Driving Digital Resilience in UK Defence Industry - as we enable digitalization for greater impact. The UK Defence sector is undergoing a massive transformation. We are seeking an elite sales professional to capitalize on this investment, particularly within the Defence Industry Base (DIB) and strategic Aerospace customers. This market is focused on delivering Digital Resilience at the core of National Security. Your work will directly enable critical modern defence initiatives, including the development of a common digital foundation of Data, AI, Synthetic Environments, and Networks to enhance speed and agility for our customers and defence.
Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security. As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won't find someone at Palo Alto Networks that isn't committed to your success - with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.
Our Commitment
We're problem solvers that take risks and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us. Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines.
Major Account Manager Defence in London employer: Palo Alto Networks, Inc.
Palo Alto Networks is an exceptional employer that champions innovation and collaboration in the field of cybersecurity. With a remote work culture that promotes flexibility and work-life balance, employees are empowered to grow their skills through continuous learning opportunities and engagement with global partners. Joining our team means being part of a forward-thinking organisation that values diversity and fosters a supportive environment for professional development.
StudySmarter Expert Advice🤫
We think this is how you could land Major Account Manager Defence in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Major Account Manager Defence at Palo Alto Networks, Inc., presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Palo Alto Networks, Inc.. Tailor your message to explain why you’re drawn to them and how you can contribute as a Major Account Manager Defence. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Major Account Manager Defence in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Palo Alto Networks, Inc.:When writing your cover letter, make sure to tailor your message specifically for Palo Alto Networks, Inc.. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Palo Alto Networks, Inc.
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Palo Alto Networks, Inc. that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Palo Alto Networks, Inc. that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Palo Alto Networks, Inc.’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
