Major Account Manager - Private Sector

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 Role (Hunter Focus) As a Major Account Manager (MAM) in Ireland, you are a high-energy hunter tasked with aggressively penetrating "Dark Apex" accounts. You will be the primary driver for land-and-expand motions, transforming a territory with primarily whitespace into a thriving platform ecosystem. Your focus is on Net New Logo acquisition and displacing legacy incumbents by positioning our unified cybersecurity platform. You will be responsible for a territory with significant whitespace potential, where your goal is to disrupt the market and move customers away from fragmented point products to our unified security platform across Strata, Cortex, and Prisma Cloud. Your Impact Aggressive Prospecting: Proactively identify and penetrate dark accounts with zero historical revenue, turning massive untapped potential into active pipeline. Market Disruption: Drive our "Platformisation" strategy to displace legacy competitors (e.g., Zscaler, Crowdstrike, Fortinet) through technical and commercial deal-shaping. Net New Generation: Execute programmatic, reference-based scaling to build a 3x-4x pipeline from a standing start in assigned high-volume, whitespace segments. Sales Execution: Rigorously apply the MEDDPICC framework to qualify large-scale acquisition deals and ensure a predictable path to closure. Executive Outreach: Lead the "Executive Outreach" motion, initiating peer-to-peer relationships between our leadership and C-suite stakeholders in target accounts. Your Experience Proven Hunter Profile: Extensive experience in Net New Logo (NNL) acquisition and "greenfield" territory development within the cybersecurity industry. Competitive Displacement: Demonstrated success in winning competitive bake-offs and unseating established incumbents. Strategic Hunting: Ability to manage a high-volume "long-tail" ecosystem, using Sales Plays to drive scale and efficiency. Resilience & Drive: A self-starter mindset with the persistence to navigate complex, multi-year sales cycles in major accounts. Irish Market Connectivity: Existing relationships and a deep understanding of the Irish indigenous and G2000 subsidiary landscape.