Major Account Manager - UK MOD - Front Line Commands and National Security

The Opportunity: Enabling Digital Resilience across the Integrated Force
The UK Ministry of Defence (MOD) and its Front Line Commands (FLCs) are undergoing a massive transformation, committed to delivering against the Strategic Defence Review and the ambition to build an integrated force across the 4 x Command Units to achieve operational advantage over adversaries and ensure operational and digital resilience. This role offers an elite sales professional the opportunity to capitalize on significant cyber investment and help contribute to the transformation within defence. This role will be focused directly on the MOD, FLCs (Army, Navy, RAF and Cyber Command & Specialist Operations), and the National Security Organisations.

You will be instrumental in executing our strategy to EXPAND our footprint by driving BIG DEALS through PLATFORMIZATION and Strategic Programs.

Your Strategic Impact
As a Major Account Manager focused on the MOD, FLCs, and National Security Organisations, you will:

• Drive Strategic Programs: Lead and orchestrate large complex sales cycles. Strategic Programs are defined as complex, multi-threaded opportunities with $3-4m+ potential.
• Challenge the Status Quo: Drive tech change and digitalization across critical defence accounts. Leverage consultative selling expertise to identify business challenges and champion solutions that deliver significant operational advantage and tangible business case benefits.
• Engage at the Highest Levels: Build and maintain enduring relationships with key C-exec level decision-makers and at operational/command level for effect.

Build and execute on a clear partnership strategy into MOD across hyperscalers, VAR’s, SI. Defence SI’s and Tech partners to build compelling value propositions and influence.

• Position Multi-Domain Capabilities: Effectively position the portfolio of solutions focusing on core MOD modernization themes, including:

◦ Zero Trust Networks consistent across domains (Fixed/Deployed/Multi-tiered/Service Edge/5G/Battlefield/Gateways).

◦ Secure Cloud & AI Assets (Data, Applications, AI + Agents) to enable Defence-wide Cloud service at Secret by 2026.

◦ Next Gen Platforms and Cyber Intelligence offerings, supporting Digital Targeting Web and the common digital foundation of Data, AI, Synthetic Environments, and Networks.

• Drive Influence and Policy: This includes enabling pre-tender relationship building to create requirements suited to our differentiated capabilities.
• Cultivate the Defence Community: Drive COLLABORATION within the Defence Community, engaging the DoD TEam and our Allies. Leverage our Executive and SME teams to support adoption and technical learning.

Qualifications and Experience

We seek an accomplished sales leader motivated by securing the nation's most critical digital environments.

Required Experience:

• MOD/FLC Sector Knowledge: Strong understanding of the UK Ministry of Defence and the wider Defence Sector, particularly the Front Line Commands (Army, Navy, RAF, PJHQ) and National Security Organizations.
• Complex Sales Expertise: Demonstrated experience selling large, complex solutions and executing value selling/consultative sales techniques. A proven track record of success in enterprise sales (ideally 6+ years experience in sales roles).
• Disrupting the Status Quo: Proven success in challenging existing models through new platform wins and driving significant Adoption and Value.
• Strategic Acumen: Ability to take a holistic approach to problem-solving, understanding the bigger picture and complex interrelationships. Experience managing the full sales cycle, including pipeline creation and pursuit management.
• Technical Aptitude: A capability for understanding how technology products and solutions, especially those based on SaaS architectures and advanced security platforms (Zero Trust Networks, SASE, Cortex, Prisma AIRS), solve complex military and government problems.

Additional Information

You will be joining a team built on joint success, empowered with unmatched systems and tools, committed to solving complex cyberthreats and fostering ongoing learning and development. We are committed to celebrating diversity and providing reasonable accommodations for all qualified individuals.

Our Commitment

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.

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.

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

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.

Our Mission and Vision in UK Defence
Our ultimate mission is to be the cybersecurity partner of choice, dedicated to protecting our digital way of life. Specifically within the UK Defence and Intelligence sector, our vision is to secure the Cyber Domain, enabling personnel and organizations operating in the Cyber, Kinetic, and Information Domains to communicate, defend, and fight safely, effectively, and efficiently. We are striving to become a recognized critical Cybersecurity partner, enabling operational advantage, and aim to be an integral part of UK & NATO Cyber Defence capability.

Who We Are
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.