Major Account Manager - Regional Government, Scotland

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.

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.

Your Impact As a Major Account Manager,  you will drive and orchestrate large complex and multi-year sales cycles aligning internal partners and specialist teams to  consistently secure large enterprise agreements and exceed revenue targets. Own and develop a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives Through consultative selling experience you will identify business challenges and create solutions for prospects and our customers driving vendor consolidation across network, cloud and security operations. Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization to navigate complex procurement matrices and lock in long-term strategic partnerships. Master the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions Create clear goals, accurate forecasting and predictable pipeline through  detailed territory & account plans that align directly with the customer’s board-level priorities. Develop and execute comprehensive account strategies that align Palo Alto Networks’ platform capabilities to the customer’s long-term business and security roadmap to drive cross-platform adoption and maximize the total contract value of every engagement.  Collaborate and partner closely with the sales specialist organisation to position the whole product suite of Palo Alto Networks solutions  Build board ready business cases and financial models to create a compelling value proposition that justifies significant long term customer investment and accelerates executive sign-off. Anticipate industry and macroeconomic trends, and how they affect Palo Alto Networks products and services to ensure flawless execution, deployment and high impact-customer success. Serve as the executive lead for the account, coordinating internal executive sponsorship, partners, and extended account teams Travel as necessary within your territory, and to company-wide meetings Qualifications Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry Experience working with Regional Government customers. Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques Proven success managing a  limited number of complex accounts with long, non-linear sales cycles Technical aptitude for understanding how technology products and solutions solve business problems Identifies problems, reviews data, determines the root causes, and provides scalable solutions Cultivate relationships with our channel partners to bring