Company Description

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Our Mission

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At Palo Alto Networks® everything starts and ends with our mission:

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Being the cybersecurity partner of choice, protecting our digital way of life.

Our vision is a world where each day is safer and more secure than the one before. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

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Who We Are

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We take our mission of protecting the digital way of life seriously. We are relentless in protecting our customers and we believe that the unique ideas of every member of our team contributes to our collective success. Our values were crowdsourced by employees and are brought to life through each of us everyday - from disruptive innovation and collaboration, to execution. From showing up for each other with integrity to creating an environment where we all feel included.

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As a member of our team, you will be shaping the future of cybersecurity. We work fast, value ongoing learning, and we respect each employee as a unique individual. Knowing we all have different needs, our development and personal wellbeing programs are designed to give you choice in how you are supported. This includes our FLEXBenefits wellbeing spending account with over 1,000 eligible items selected by employees, our mental and financial health resources, and our personalized learning opportunities - just to name a few!

• As a Major Account Manager, you will drive and orchestrate large complex sales cycles and work with our internal partners and teams to best serve the customer
• Your consultative selling experience will identify business challenges and create solutions for prospects and our customers
• Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions
• Create clear goals and complete accurate forecasting through developing a detailed territory plan
• 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 Palo Alto Networks products and services
• Travel as necessary within your territory, and to company-wide meetings

Required Qualifications:

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• Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques
• Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry - SASE technology is preferred
• 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
• Demonstrates in depth knowledge of the full sales cycle and the ability to follow a structured sales process
• Excellent time management skills, and work with high levels of autonomy and self-direction

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Preferred Qualifications:

• Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes

The Team

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Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

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As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats.

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Compensation Disclosure

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The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be between $255000 - $351000/YR. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

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Our Commitment

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We’re problem solvers that take risks and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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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 hidden].

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Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

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All your information will be kept confidential according to EEO guidelines.

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

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Motor-Vehicle Requirement:

This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.

Enterprise Account Executive (East U.S.) - Remote, USA

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Who We Are:

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CrashPlan® provides cyber-ready data resilience and governance in a single platform for organizations whose ideas power their revenue. With its comprehensive backup and recovery capabilities for data stored on servers, on endpoint devices, and in SaaS applications, CrashPlan’s solutions are trusted by entrepreneurs, professionals, and businesses of all sizes worldwide. From ransomware recovery and breaches to migrations and legal holds, CrashPlan’s suite of products ensures the safety and compliance of your data without disruption.

• Achieving or exceeding annual territory revenue goals through acquisition of new customers, and up-selling/cross-selling within the existing customer base in your assigned geographic region
• Understanding CrashPlan’s products and positioning our differentiated value proposition and ROI to a variety of prospects based on their business needs and pain points.
• Identifying new prospects, expands, and qualifying leads to build and sustain a strong sales pipeline, building rapport with new prospects, and moving the sales process forward through onsite meetings, phone, email, events, campaigns and marketing activities.
• Building and maintaining effective partner relationships with our key partners (Microsoft, resellers, etc) in your territory.
• Using Salesforce, LinkedIn Navigator, and other tools to track and manage prospect information, develop accurate forecasts, and sustain positive sales momentum through each step in the sales cycle.
• Leading the solution selling process in assigned territory while partnering with the Systems Engineering team to manage product demonstrations and evaluation activities as needed to advance the opportunity.
• Collaborating with marketing, product management, and sales peers to optimize both territory and CrashPlan’s overall success

Required Qualifications:

• 7+ years of software sales experience selling enterprise software and/or experience selling SaaS solutions (i.e. Microsoft 365/Google Workspace)
• Proven track record of exceeding revenue targets, selling to senior-level buying influencers including VP-ITs, CIOs, CISOs, etc
• Experience building rapport with current and prospective customers in person or over the phone and collaborate with a variety of internal groups including channel, demand gen, customer success/services, engineering, marketing, and sales operations
• Strong oral and written communication skills as well as ability to leverage your virtual network to create new connections and accelerate sales momentum by demonstrating the ability to overcome customer objections, negotiate win-win deals in complex enterprises, and acquire new customers.
• Demonstrated success working in a fast-growth environment—solving problems while sustaining good relationships and the ability to work both independently from home as well as collaboratively within a team environment.

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Preferred Qualifications:

• Bachelor's degree
• Demonstrated understanding of the broader data management market, competitors, and current trends in the space

The total compensation for this position is $190,000-$280,000. This position is eligible for a variable bonus plan based on assigned targets, in addition to a full range of benefits. Final compensation will be dependent on various factors relevant to the position and the candidate such as geographical location, candidate qualifications, certifications, relevant job-related work experience, education, skillset and other relevant business and organizational factors, consistent with applicable law. This information is provided per the relevant state and local pay transparency laws for the location in which this position will be performed.

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CrashPlan values workplace diversity and ensuring an environment of mutual respect. Employment opportunities are available to all applicants without regards to race, color, creed, religion, sex, national origin, age, marital status, veteran status, sexual orientation, gender identity or expression, disability, genetic information, or any other category protected by law. We believe that diversity and inclusion are critical to our success, and we seek to recruit, develop, and retain the most talented people from a diverse candidate pool. We are proud to be an equal opportunity employer.

Summary Information About the Role

Contrast Security is the world’s leader in Runtime Application Security, embedding code analysis and attack prevention directly into software. Contrast’s patented security instrumentation disrupts traditional AppSec approaches with integrated and comprehensive security observability that delivers highly accurate assessment and continuous protection of an entire application portfolio. The Contrast Runtime Security Platform enables powerful Application Security Testing and Application Detection and Response, allowing developers, AppSec teams, and SecOps teams to better protect and defend their applications against the ever-evolving threat landscape. Application Security programs need to modernize and Contrast empowers teams to innovate with confidence.

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We are looking for talented, passionate, and driven regional sales individuals interested in joining our team to help us take Contrast Security to the next level. At Contrast, you will find an environment where innovation and success come from creative collaboration and where the goal is to move fast and excel.

• Prospect, develop, and close new Fortune 2000 enterprise customers for Contrast’s application security software products in a defined territory, as well as upsell new products and services to existing customers
• Attain quarterly and annual goals and quota targets
• A passion for winning, the ability to lead by example while displaying gratitude in your attitude every day
• Sell the Contrast Security vision to prospects through product demonstrations, events, and target-specific initiatives
• Qualify opportunities and allocate time and resources accordingly
• Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs
• Develop and execute territory & account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in Salesforce.com
• Ability to solve complex business problems for our customers
• Work cross-functionally with extended team members
• Ensure a positive prospect/customer experience and make our customers successful

Required Qualifications

• 5+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or DevOps preferred
• Experience managing and closing NEW business within the Fortune 2000
• Track record of over-achieving quota (top 10% of the company) in past positions
• Strong computer skills, including Salesforce.com, Google Suite (Docs, Slides, Sheets), and other sales platforms
• Ability to travel up to 30%+

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Preferred Qualifications

• BS/BA degree preferred
• Sandler Selling certified preferred

What We Offer

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Salary and Other Compensation

The standard base pay range for this position is $140,000 - $150,000 annually. This position is also eligible for commission and equity package subject to the terms of the Company’s applicable plans. When determining a candidate’s compensation, we consider a number of factors including geography, skillset, experience, job scope, and current market data.

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Benefits

Contrast Security offers the following benefits for this position, subject to applicable eligibility requirements: Medical Insurance, Dental Insurance, Vision Insurance, 401(k) Retirement Plan with Employer Match, Life Insurance, Long Term Disability Insurance, Short Term Disability Insurance, Transit and Commuter benefits, Flexible PTO, 56 hours of Annual Sick time, Paid Parental Leave and Paid Holidays.

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Disclaimer

The salary, other compensation, and benefits information is accurate as of the date of this posting. The Company reserves the right to modify this information at any time, subject to applicable law and the terms of the Company’s applicable plans.

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We are changing the world of software security. Do it with us. We believe in what we do and are passionate about helping our customers secure their business.

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If you’re looking for a challenge and want to enjoy where you work, you’ll love Contrast Security.

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Contrast Security is committed to a diverse and inclusive workplace. We are an equal-opportunity employer, and our team is comprised of individuals from many diverse backgrounds, lifestyles, and locations. At Contrast, we strive to build diverse teams that reflect the people we want to empower through our products. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status. Equal Opportunity is the Law, and Contrast is proud to be an equal-opportunity workplace. If you have a specific need that requires accommodation, please let a member of the People Team know.

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By submitting your application, you are providing Personal Information about yourself (cover letter, resume, email address, etc.) and hereby give your consent for Contrast Security, Inc. and/or our HR-related Service Providers to use this information for the purpose of processing, evaluating and responding to your application for current and future career opportunities. If you are a resident of the European Economic Area or are applying for a position in the European Economic Area, Contrast’s Privacy Statement reflects our policies around compliance with the General Data Protection Regulation (“GDPR”) and your rights respective to GDPR. As a California resident, you are entitled to certain rights under CCPA: The California Consumer Privacy Act of 2018 (“CCPA”). Under CCPA, businesses must be overtly transparent about the personal information they collect, use, and store on California residents. CCPA also gives employees, applicants, independent contractors, emergency contacts, and dependents (“CA Employee”) new rights to privacy.

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Recruitment Agencies: Although we value the services you provide, at this time, we are only accepting resumes from agencies, headhunters, or other suppliers who have signed a formal agreement with us.