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 Territory Account Manager 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. 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. You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the Palo Alto Networks Next Generation Security Platform. This is a unique opportunity for a closer with a go-getter mentality to win business and market share by actively displacing competing technologies. Palo Alto Networks 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: - As a Territory Account Manager, you will drive and orchestrate complex sales cycles and work with our internal partners and teams to best serve the customer - Bring your experience and consultative selling skills to initiate long-standing relationships with prospective customers and executive sponsors - Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments - Understanding of the strategic competitive landscape and customer needs so you can effectively position Palo Alto Networks - Engage a programmatic approach to demand to generate, develop, and expand your territory - 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 meeting Qualifications Your Experience: - Experience in selling cybersecurity technologies in regional territory accounts - Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security context - Experience cultivating mutually beneficial relationships with our channel partners to bring channel-centric go-to-market approach for our customers - Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts - Possess a successful track record selling complex-solutions - Excellent time management skills, and work with high levels of autonomy and self-direction - Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding production goals Our Commitment 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. 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 accommodations@paloaltonetworks.com. 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. All your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

• Own revenue and gross margin performance for assigned OEM accounts in the DACH region • Develop and execute account strategies and growth plans aligned with regional and global objectives • Manage pricing, contract negotiations, and commercial agreements to ensure profitability and long-term value • Protect and expand the existing base business while identifying opportunities for new platforms, projects, and technologies • Build and maintain senior-level relationships within OEM organizations, including purchasing, engineering, R&D, operations, and executive leadership • Act as the single point of accountability for overall customer experience and business performance • Lead customer discussions on roadmaps, innovation, and future heating solutions, including electrification and hydrogen-ready systems • Identify and win new business opportunities, including platform wins, design-ins, and long-term development projects • Translate customer needs into value-based solutions, combining mechanical, electronic, and software offerings • Collaborate with product management and engineering to influence solution development and portfolio direction • Coordinate internal teams (sales support, engineering, quality, supply chain, finance) to meet customer expectations • Ensure timely execution of projects, issue resolution, and continuous improvement in delivery and performance • Use Salesforce.com and internal tools to manage pipeline, forecasting, and account performance

• Manage the relationship with existing accounts • Generate revenue on assigned accounts • Build and maintain effective long-term customer relationships • Conduct regular status and strategy meetings with customers

🚀 Join Our Growing Team as an Employee Benefits Account Manager! 🌟 Are you looking for a career where your expertise is valued, your work has impact, and you have the flexibility to thrive? At DHW Insurance Brokers, we believe insurance should bring peace of mind--not paperwork headaches. We’re an independent insurance brokerage built on three timeless values: - Dedication to our clients and each other. - Heart in how we show up and serve. - Wisdom in how we simplify, clarify, and guide with experience. We’re proudly independent, free to serve our clients (not corporate shareholders), and we plan to keep it that way. About the Opportunity We’re looking for an Employee Benefits Account Manager who thrives on clarity, connection, and care. The position can be hybrid or fully remote. This is not your typical corporate role. You’ll work closely with our clients and team to manage benefit programs that truly serve people with the autonomy, trust, and independence that come with being part of DHW. You’ll own your book of business, make decisions with confidence, and guide clients with wisdom--all while supported by a team that values purpose over politics. What You’ll Do - Be the go-to partner for clients on their health and benefits programs. - Handle renewals, plan marketing, and day-to-day client questions with confidence and care. - Communicate clearly, simplifying the complex so clients can make informed decisions. - Collaborate with carriers, vendors, and your DHW teammates to find real solutions fast. - Stay ahead of industry trends and share insights that help clients stay one step ahead. - Manage open enrollments and benefit communications with warmth, precision, and follow-through. What You Bring - 3–5 years of experience in employee benefits (brokerage experience preferred). - California Life & Health license (or willingness to earn one within 90 days). - Excellent communication, organization, and problem-solving skills. - A calm, professional presence — even when things get hectic. - A genuine desire to serve and simplify for others. Why DHW - Independent and proud of it. We answer to our clients, not a parent company. - People-first culture. We believe business can be both kind and high-performing. - Room to grow. We encourage curiosity, autonomy, and mastery of your craft. - Real impact. You’ll see the difference your work makes every day. Sound Like You? If you’re ready to join a team that leads with Dedication, Heart, and Wisdom — and wants to keep insurance independent, human, and simple — we’d love to meet you. Apply now and help us redefine what it means to serve well. NO CALLS PLEASE. 🔗 Learn more: www.DHW-ins.com DHW Insurance Brokers is an Equal Opportunity Employer.