Major Account Manager - Public Sector - Gulf

Our Mission

Who We Are

Job Summary

• The Major Account Manager will play a critical role in developing, managing and elevating our Strategic Agreements in key Public Sector countries, collaborating with cross-functional teams and executive stakeholders to ensure successful closure of frame agreements with many governments.
• The ideal candidate will have a strong understanding of Public Sector policies, knowledge of regulatory framework, i.e.
• UAE vision 2030, Qatar National Vision 2030,Kuwait Vision 2035, excellent communication and project management skills.
• Also, the ideal candidate will be based in Dubai / Abu Dhabi in the UAE.
• Solid social/soft skills to navigate in a complex matrix environment are necessary.
• You will be a significant driver of company revenue and growth.
• As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements.
• You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.
• You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform.
• This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies.
• Palo Alto Networks is leading the charge in platformization, offering best-in-breed solutions that enable customers to build a truly zero-trust security architecture and navigate critical transformations.
• To ensure our sales team is equipped to guide customers, we've developed FLIGHT, an immersive onboarding program.
• Flight blends virtual and in-person learning at our headquarters, where new sales hires will participate in dynamic cohorts, fully dedicated to their training without customer distractions.
• This focused approach ensures they emerge as well-prepared sales professionals, ready to help customers leverage our comprehensive portfolio.
• ****Your Impact****
• Manage and support the Strategic Gulf Governments Agreement initiatives for Public Sector working closely with local leadership, and cross-functional teams, including SE, legal, sales and marketing
• Create and manage project plans, timelines, and budgets to ensure successful program execution with framework stakeholders and/or partners
• Take active role in stakeholder management and communication to assess any risk or issue that requires an immediate response through a dedicated action or decision
• Incorporate diverse array of concepts, methodologies, strategies, learning tools & practices adhering to self directed learning principles & practices
• Partner with the local leadership team to develop and execute frame agreement processes that generate closer relationships with government and critical infrastructure entities - Some of the work will also include communication with external advisors and other stakeholders
• Enable the support teams by ensuring they have the best practise, lesson learned material, troubleshooting guides and documentation needed
• Work closely with the leadership team to ensure they have the right knowledge, and resources they need to effectively drive the process to sign frame agreement
• Monitor and measure program success, analyzing results and making recommendations for optimization and continuous improvement

Qualifications

• ****Your Experience****
• 5+ years experience in IT sales, business development or a strategic/Channel sales supporting role
• Public Framework expertise and knowledge are mandatory
• Cybersecurity experience is preferred although we will consider other areas of IT expertise
• Demonstrated ability to work cross-functionally with multiple organisations and field sellers
• Experience of working in or closely with channel partners, global SI’s, and Managed Service Providers
• Executive relationship building, listening, influencing, communication, and facilitation skills
• Experience in risk management for large transitions
• Demonstrated ability to facilitate change in a matrixed environment
• Structured problem solving skills to take complex problems and break them down into components
• Creative, smart thinker who can scale steep learning curves quickly
• Attention to detail and ability to execute against tight timelines

Our Commitment