• Own the health and performance of API connections with key hotel supply and connectivity partners, ensuring high uptime, low error rates, and reliable inventory flow. • Monitor diagnostics such as active and inactive hotel counts, error rates, and booking conversion issues, and lead the investigation when something looks off. • Perform advanced, second-level troubleshooting to identify root causes, then facilitate solutions between partners and internal engineering teams. • Build and execute commercial account plans that grow the business through each partner, optimizing hotel selection, rates, and content quality. • Develop technical roadmaps for connectivity enhancements and keep stakeholders aligned across both organizations through long, multi-party projects. • Think entrepreneurially about the next leg of growth at scale, and deliver measurable commercial outcomes rather than just operational activity.

• Define and own the business development strategy for product enablement. • Work closely with Product Marketing and Engineering to build a deep understanding of the product roadmap and identify where third-party partnerships can unlock, accelerate, or improve planned products. • Build a proactive pipeline of partner opportunities rather than waiting for inbound requests, and contribute to the broader platform partnerships strategy over time. • Develop trusted relationships with product leads and maintain ongoing visibility into the roadmap so that partnership needs are anticipated well in advance of product timelines. • Lead the end-to-end deal process for priority partnerships, from initial outreach and scoping through negotiation, term sheet, and contract execution. • Develop and refine commercial frameworks across a range of deal types, from data licensing and API agreements to broader technology and service partnerships, structuring deals that reduce cost and vendor dependency over time while protecting strategic flexibility. • Develop a clear point of view on build versus buy versus partner tradeoffs across the technology stack and bring well-reasoned recommendations to Product and Engineering leadership. • Continuously evaluate the partner landscape and negotiate commercial structures that reflect the strategic value of each relationship. • Work cross-functionally with Finance, Legal, Product, and Engineering to align on partner profiles, model costs and revenue opportunities, define success metrics, and develop contracting frameworks. • Represent partnership opportunities clearly and compellingly to senior internal stakeholders and build the consensus required to move quickly on priority deals. • Develop deep expertise in the data, technology, and service provider landscapes most relevant to the product roadmap, anticipating market shifts and emerging capabilities. • Define the KPIs, reporting frameworks, and partner feedback loops needed to evaluate new partnerships and capture learnings that allow product partnerships to scale globally over time.

Role Description The Major Account Manager partners with our customers to secure their entire digital experience. 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. This role 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. 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 - Drive and orchestrate large complex sales cycles and work with internal partners and teams to best serve the customer. - Identify business challenges and create solutions for prospects and customers through consultative selling experience. - Understand the competitive landscape and customer needs to 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. Qualifications - Experience and knowledge of SaaS-based architectures, ideally in a networking and/or security industry. - Demonstrated experience selling complex solutions, value selling, and/or consultative sales techniques. - 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 channel partners to bring a channel-centric go-to-market approach for customers. - Demonstrates in-depth knowledge of the full sales cycle and the ability to follow a structured sales process. - Ability to take a holistic approach to problem solving by understanding the bigger picture, and considering complex interrelationships and outcomes. - Excellent time management skills, and work with high levels of autonomy and self-direction. The Team 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. 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. 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.

• Drive quarterly sales execution and revenue growth across a single strategic enterprise account • Partner with the Account Director to execute the overall account strategy and coordinate aligned go-to-market motions • Identify, qualify, and progress new opportunities across Red Hat’s full portfolio, with a focus on expanding footprint and increasing deal velocity • Engage with key stakeholders across IT and the business to position Red Hat as a trusted innovation partner • Collaborate with internal teams including Solution Architects, Specialists, and Services to shape and deliver value-based solutions • Maintain strong pipeline health, forecast accuracy, and sales discipline to ensure consistent performance