Major Account Manager - Telco/Service Providers

About the role

The Major Account Manager – Telco/Service Providers partners with customers to secure their digital experience, driving large, complex sales cycles and delivering Palo Alto Networks’ zero‑trust solutions. This senior sales position is a key revenue driver, requiring consultative selling and deep industry knowledge.

Key responsibilities

• Drive and orchestrate large, complex sales cycles for telecom and service‑provider accounts.
• Identify business challenges and design tailored security solutions.
• Understand the competitive landscape and position Palo Alto Networks’ portfolio effectively.
• Create clear goals, develop detailed territory plans, and provide accurate forecasting.
• Leverage prospect stories to craft compelling, account‑specific value propositions.
• Stay updated on industry news, trends, and their impact on products and services.
• Travel within the territory and attend company‑wide meetings as required.

Required profile

• Experience with SaaS‑based architectures, preferably in networking or security.
• Proven, trusted relationships within the Telco/Service Providers market.
• Demonstrated success selling complex, value‑based solutions using consultative techniques.
• Technical aptitude to understand how technology solves business problems.
• Ability to cultivate channel‑partner relationships and execute a channel‑centric go‑to‑market approach.
• In‑depth knowledge of the full sales cycle and adherence to a structured sales process.
• Excellent time‑management skills, working autonomously with high self‑direction.

Required skills

• SaaS‑based architectures
• Networking
• Security solutions