Regional Account Manager - Local Government

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

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.

Job Summary

Your Career

The Regional Sales Manager partners with our larger midsize and regional customers to secure their entire digital experience. 

You’re motivated by the desire to solve critical challenges facing our customer’s secure environment and navigate complex, matrixed organisations to connect customers with a solution for every stage of threat prevention.

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

• You will drive and orchestrate complex sales cycles and sell Palo Alto Networks Products and Solutions through Channel Partners and by interacting directly with customers in your region to consistently achieve and exceed regional revenue targets
• You will own and develop a diverse set of customers in a selected set of complex accounts, focusing on long-term value creation.
• Leverage consultative selling experience will help you identify business challenges and create solutions for prospects and existing customers, architecting comprehensive cybersecurity transformation across network, cloud and SOC environments
• Lead multi-threaded sales engagements involving senior executive stakeholders, technical buyers, and procurement teams, to navigate enterprise purchasing complexities and secure large-scale, multi year deployments.
• Master  the competitive landscape, trends, and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions.
• Create clear goals and  accurate forecasting,  developing detailed, data driven territory and deep account plans aligned with the customer business priorities.
• You will identify, prioritize, and focus on the largest opportunities within the territory, maximizing total contract value while balancing breadth of coverage with depth on higher-value deals.
• Build and leverage C-level relationships (CIO, CISO, CSO, and equivalent) to establish Palo Alto Networks as a trusted strategic partner.
• You will leverage channel and marketing programs as well as sales plays to drive pipeline generation and expand coverage across the region both with existing and new customers.
• You will collaborate with the specialist sales teams driving cross-platform adoption and ensure the best solution for our customers and prospects.

Qualifications

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
• Experience selling into mid-size and large enterprises, typically with multi-billion-dollar revenue and global or multi-regional operations.
• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques.
• Proven ability to manage high-value accounts with extended sales cycles while operating in a high-variance environment.
• Comfort managing accounts of different sizes, deal complexity, and sales readiness; deals may range from mid-market cycles to six & seven-figure, enterprise-scale opportunities.
• Technical aptitude for understanding how technology products and solutions solve business problems.
• Cultivated relationships with our channel partners to bring a channel-centric go-to-market approach for our customers.
• Experience navigating enterprise procurement processes, including legal, security, and commercial negotiations.
• Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process.
• Experience collaborating closely with a specialist sales organization to position the complete portfolio with prospects and customers.
• Excellent time management skills and a history of consistently meeting or exceeding sales targets in a regional sales environment.

The Team

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.

Curious about life at Palo Alto Networks in Germany? Check out this playlist for firsthand insights into our culture and the experiences of our team.

Our Commitment

We’re trailblazers that dream big, 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  [email protected].

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.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.