Role Description Joining Check Point as a Public Major Account Manager offers you the chance to be part of a global cybersecurity leader at the forefront of protecting critical infrastructure and government data. In this role, you will make a direct impact on national security and public safety by providing innovative cybersecurity solutions to government agencies and organizations. - German defense Accounts: Grow relationships with current German defense industry providers, understand their evolving security needs, and find ways to enhance their cybersecurity solutions. - Acquire New Defense Providers: Actively seek new defense industry provider clients using industry expertise and network, navigating government procurement. - Manage Relationships: Foster strong connections with government agencies, from IT professionals to senior officials. - Cybersecurity Expertise: Master Check Point's cybersecurity solutions for German defense sector challenges. - Business Management: Effectively handle forecasting, sales reporting, and alignment with the company's public sector strategy. - Event Planning: Collaborate on cybersecurity events tailored to the defense sector's needs. - Resource Collaboration: Work with internal teams to ensure excellent service and successful implementations for public sector clients. Qualifications - 5 Years of Sales Experience: Proven track record in IT or cybersecurity sales with defense industry sector relationship-building skills. - Government Engagement: Experience with government entities, procurement processes, and compliance. - Cybersecurity Knowledge: Strong grasp of cybersecurity principles, especially in the public defense sector context. - Solution-Oriented Thinking: Ability to match security needs with appropriate solutions and articulate value. - Sales Metrics Understanding: Familiarity with qualification criteria and meeting closing targets. - Problem-Solving Skills: Effective resolution of critical issues. - Advanced Studies: Preferably, a relevant degree or advanced studies. - Willingness to Travel: Occasional travel for client meetings, government events, and stakeholder engagement may be required. - Native German and fluent English are required. Benefits - Professional growth opportunities. - Collaboration with a passionate team. - Work with cutting-edge technology. - Competitive compensation tailored to the demands of the public sector cybersecurity domain.

Role Description Tu es rattaché(e) directement à Alexandre Brochot, CEO et ingénieur de formation. Tu reprends un portefeuille existant lors d'une passation organisée avec le commercial en place, aux côtés d'une équipe commerciale de 4 personnes. Le poste est un rôle de pur développement de comptes, sans management. L'objectif est de faire croître de 500K€ en 2027 un portefeuille de 1,5M€ composé de 70 comptes, dont 80% déjà en contrat cadre. - Développer la base installée : détecter les besoins et vendre les modules complémentaires de la suite à des comptes qui utilisent déjà Saqara au quotidien. - Étendre la présence intra-groupe : ouvrir de nouvelles agences et de nouvelles entités au sein des groupes clients, et basculer les 20% de comptes restants en contrat cadre. - Réactiver les comptes dormants : requalifier et relancer les comptes mis en sommeil pendant la crise, au moment où le marché redémarre. - Représenter Saqara en front : être crédible face aux comités directeurs, directions achats et directions travaux, en visio comme sur le terrain. Qualifications - Formation ingénieur construction (ESTP ou équivalent), avec une expérience terrain de type conduite de travaux ou un dialogue quotidien avec ces interlocuteurs. - Expérience chez un éditeur de logiciels pour la construction (GED, suivi de chantier, achats). - 8 ans d'expérience minimum, dont une gestion prouvée de comptes Entreprise ou grands comptes avec des résultats d'upsell et de cross-sell chiffrés. - Aisance exécutive : vente de solutions premium (paniers de 20 à 150K€/an) à des C-Level et directions des achats. Requirements - Méthodologie de gestion de pipe formalisée (MEDDPIC ou équivalent). - Réseau actif chez les donneurs d'ordre privés (majors, foncières, entreprises générales). Benefits - Package : 60K€ bruts fixes + variable déplafonné de 5% sur tout le chiffre d'affaires dépassant la moyenne des deux derniers exercices, soit environ 90K€ à l'objectif. - Cadre : full remote, localisation en région parisienne privilégiée car les sièges des clients y sont concentrés. - Déplacements : pris en charge par Saqara (train, avion, frais kilométriques sur justificatif). Company Description Saqara est un éditeur de logiciels créé en 2017, spécialisé sur la verticale achats travaux. Sa suite de 6 logiciels couvre tout le cycle, du lancement de la consultation au premier coup de pelle. - Plus de 1 milliard d'euros de nouveaux projets lancés en appel d'offres chaque mois sur la plateforme, soit 10 à 12 milliards d'euros par an. - 40 000 utilisateurs et zéro churn : aucun client n'a quitté Saqara en 9 ans, hors cessations d'activité. - Une équipe de 30 collaborateurs en full remote, structurée et rentable, seule à avoir traversé la crise du secteur en position de leader.

• Lead and develop an Account Management team with a focus on performance, customer orientation and continuous improvement • Develop and implement the account management strategy to increase customer retention, account growth and long-term partner success • Full responsibility for the performance of the Account Management portfolio and for achieving key KPIs such as revenue growth, customer retention and customer satisfaction • Support and develop team members through regular feedback, performance management and individual development plans • Build, optimize and standardize processes, playbooks and best practices to make Account Management efficient and scalable • Work closely with Sales, Onboarding, Retail Media, Operations and Country Heads to ensure excellent partner support • Manage the entire customer lifecycle with the goal of identifying growth opportunities, reducing churn and maximizing long-term value for our partners • Analyze market and competitive developments to identify optimization potentials and drive sustainable growth

Title: Strategic Account Manager Location: Seattle, United States of America Job Description: 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 Your Impact - As a Strategic 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 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 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 - 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 Compensation Disclosure 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/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $297,000.00 - $408,375.00/yr 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. 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.