Major Account Manager - Public Sector - Gulf

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

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.

• 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

• 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