Major Account Manager

About
The Major Account Manager partners with our customers to secure their entire digital experience. 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. This role is a significant driver of company revenue and growth. As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements.
The company 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

• Drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer.
• Own a portfolio of complex accounts within large enterprises, focusing on longer-term transformation initiatives.
• Through consultative selling experience, identify business challenges and create solutions for prospects and our customers.
• Lead highly complex, multi-threaded sales motions involving multiple C-suite executives, business unit leaders, and technical stakeholders across the organization.
• Understand the competitive landscape and customer needs to effectively position the portfolio of the company solutions.
• Create clear goals and complete accurate forecasting through developing a detailed territory & account plans.
• Develop and execute comprehensive account strategies that align the company’s platform capabilities to the customer’s long-term business and security roadmap.
• Collaborate and partner closely with the sales specialist organization to position the whole product suite of the company solutions.
• Leverage prospect stories to create a compelling value proposition with insights into value for that specific account.
• Stay updated on industry news and trends, and how they affect the company products and services.
• 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.

Your Experience

• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry.
• Extensive experience selling into large public sector organizations.
• 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 channel-centric go-to-market approach for our customers.
• Demonstrated ability to engage and influence senior executive decision-makers across multiple functions and lines of business.
• Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process.
• Successful collaboration with internal partners such as marketing, sales specialists, etc., to drive a multi-product approach.
• Track record of closing multi-million-dollar, highly complex enterprise-wide opportunities involving multiple buying centers.
• Ability to take a holistic approach to problem-solving by understanding the bigger picture and considering complex interrelationships and outcomes.
• Excellent time management skills, and work with high levels of autonomy and self-direction.
• Consistent history of meeting or exceeding targets in a major accounts sales role.

Work Conditions
Most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Qualifications
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.

Our Commitment
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].
The company is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to any protected characteristics.

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