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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.
Our Mission and Vision in UK Defence
Our ultimate mission is to be the cybersecurity partner of choice, dedicated to protecting our digital way of life. Specifically within the UK Defence and Intelligence sector, our vision is to secure the Cyber Domain, enabling personnel and organizations operating in the Cyber, Kinetic, and Information Domains to communicate, defend, and fight safely, effectively, and efficiently. We are striving to become a recognized critical Cybersecurity partner, enabling operational advantage, and aim to be an integral part of UK & NATO Cyber Defence capability.
Who We Are
This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.
The Opportunity: Enabling Digital Resilience across the Integrated Force
The UK Ministry of Defence (MOD) and its Front Line Commands (FLCs) are undergoing a massive transformation, committed to delivering against the Strategic Defence Review and the ambition to build an integrated force across the 4 x Command Units to achieve operational advantage over adversaries and ensure operational and digital resilience. This role offers an elite sales professional the opportunity to capitalize on significant cyber investment and help contribute to the transformation within defence. This role will be focused directly on the MOD, FLCs (Army, Navy, RAF and Cyber Command & Specialist Operations), and the National Security Organisations.
You will be instrumental in executing our strategy to EXPAND our footprint by driving BIG DEALS through PLATFORMIZATION and Strategic Programs.
Your Strategic Impact
- Drive Strategic Programs: Lead and orchestrate large complex sales cycles. Strategic Programs are defined as complex, multi-threaded opportunities with $3-4m+ potential.
- Challenge the Status Quo: Drive tech change and digitalization across critical defence accounts. Leverage consultative selling expertise to identify business challenges and champion solutions that deliver significant operational advantage and tangible business case benefits.
- Engage at the Highest Levels: Build and maintain enduring relationships with key C-exec level decision-makers and at operational/command level for effect.
- Build and execute on a clear partnership strategy into MOD across hyperscalers, VAR’s, SI. Defence SI’s and Tech partners to build compelling value propositions and influence.
- Position Multi-Domain Capabilities: Effectively position the portfolio of solutions focusing on core MOD modernization themes, including: Zero Trust Networks consistent across domains (Fixed/Deployed/Multi-tiered/Service Edge/5G/Battlefield/Gateways). Secure Cloud & AI Assets (Data, Applications, AI + Agents) to enable Defence-wide Cloud service at Secret by 2026. Next Gen Platforms and Cyber Intelligence offerings, supporting Digital Targeting Web and the common digital foundation of Data, AI, Synthetic Environments, and Networks.
- Drive Influence and Policy: This includes enabling pre-tender relationship building to create requirements suited to our differentiated capabilities.
- Cultivate the Defence Community: Drive COLLABORATION within the Defence Community, engaging the DoD Team and our Allies. Leverage our Executive and SME teams to support adoption and technical learning.
Qualifications and Experience
We seek an accomplished sales leader motivated by securing the nation's most critical digital environments.
- MOD/FLC Sector Knowledge: Strong understanding of the UK Ministry of Defence and the wider Defence Sector, particularly the Front Line Commands (Army, Navy, RAF, PJHQ) and National Security Organizations.
- Complex Sales Expertise: Demonstrated experience selling large, complex solutions and executing value selling/consultative sales techniques. A proven track record of success in enterprise sales (ideally 6+ years experience in sales roles).
- Disrupting the Status Quo: Proven success in challenging existing models through new platform wins and driving significant Adoption and Value.
- Strategic Acumen: Ability to take a holistic approach to problem-solving, understanding the bigger picture and complex interrelationships. Experience managing the full sales cycle, including pipeline creation and pursuit management.
- Technical Aptitude: A capability for understanding how technology products and solutions, especially those based on SaaS architectures and advanced security platforms (Zero Trust Networks, SASE, Cortex, Prisma AIRS), solve complex military and government problems.
Additional Information
You will be joining a team built on joint success, empowered with unmatched systems and tools, committed to solving complex cyberthreats and fostering ongoing learning and development. We are committed to celebrating diversity and providing reasonable accommodations for all qualified individuals.
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 at accommodations@paloaltonetworks.com.
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.
Locations
Major Account Manager - UK MOD - Front Line Commands and National Security employer: Palo Alto Networks
Contact Detail:
Palo Alto Networks Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Major Account Manager - UK MOD - Front Line Commands and National Security
✨Tip Number 1
Network like a pro! Get out there and connect with people in the defence and cybersecurity sectors. Attend industry events, webinars, or even local meetups. The more you engage, the better your chances of landing that dream job.
✨Tip Number 2
Research is key! Dive deep into the UK MOD and Front Line Commands. Understand their current challenges and how Palo Alto Networks can help. This knowledge will give you an edge in conversations and interviews.
✨Tip Number 3
Practice your pitch! Be ready to articulate how your experience aligns with the role. Focus on your consultative selling skills and how you've driven tech change in previous roles. Confidence is crucial!
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you're genuinely interested in being part of our mission to secure the digital landscape.
We think you need these skills to ace Major Account Manager - UK MOD - Front Line Commands and National Security
Some tips for your application 🫡
Know Your Stuff: Before you start writing, make sure you understand the role and the company. Dive into the job description and highlight key points that resonate with your experience. This will help you tailor your application to show how you're the perfect fit for the Major Account Manager position.
Be Authentic: Let your personality shine through in your application. We want to see the real you! Share your passion for cybersecurity and how it aligns with our mission. A genuine voice can make your application stand out from the crowd.
Showcase Your Achievements: When detailing your experience, focus on specific achievements that demonstrate your skills in complex sales and strategic thinking. Use numbers and examples to illustrate your success in previous roles, especially those related to the MOD or Defence sector.
Apply Through Our Website: We encourage you to apply directly through our website. It’s the best way to ensure your application gets the attention it deserves. Plus, you’ll find all the info you need about the role and our company culture right there!
How to prepare for a job interview at Palo Alto Networks
✨Know Your Stuff
Make sure you have a solid understanding of the UK MOD and its Front Line Commands. Brush up on their current initiatives and challenges in cybersecurity. This will help you speak confidently about how your experience aligns with their needs.
✨Showcase Your Sales Skills
Prepare to discuss your experience with complex sales cycles, especially those involving large deals. Be ready to share specific examples where you've successfully navigated multi-threaded opportunities and how you’ve challenged the status quo in previous roles.
✨Build Relationships
Highlight your ability to engage with C-level executives and decision-makers. Think of ways to demonstrate how you've built and maintained relationships in the past, particularly in high-stakes environments like defence and national security.
✨Understand the Tech
Familiarise yourself with the technical aspects of the solutions you'll be discussing, such as Zero Trust Networks and SaaS architectures. Being able to articulate how these technologies solve complex problems will set you apart from other candidates.