Sandip H. Salunkhe
Enterprise Account Manager
Mumbai
Summary
Dynamic and result-driven Enterprise Sales Professional with 15 years of experience in cybersecurity and IT infrastructure. Spearheading strategic growth at Palo Alto Networks. Specializing in managing large enterprise accounts in Manufacturing and Conglomerates. Consistently exceeding quotas, executing complex selling motions, and delivering value-led security transformations. Recognized with the 2× Century Club award for building strong executive-level relationships (CIOs, CISOs) and deep understanding of the competitive cybersecurity landscape. Passionate about solving real-world security challenges through platformization, Zero Trust adoption, and trusted advisory engagement.
Overview
15
15
years of professional experience
8
8
years of post-secondary education
3
3
Languages
Work History
Enterprise Account Manager
Palo Alto Networks
08.2024 - Current
- Manage a high-value portfolio of 15 marquee enterprise clients in the Manufacturing and Conglomerate sectors across West Mumbai, driving cybersecurity transformation through Palo Alto’s integrated platform.
- Lead complex, multi-stakeholder sales cycles, engaging with CIOs, CISOs, IT Heads, and Procurement to align security initiatives with strategic business goals.
- Drive Palo Alto platformization by evangelizing cross-product adoption (NGFW, Prisma, Cortex, SASE), increasing average deal size and customer stickiness.
- Orchestrate cross-functional collaboration with SEs, speedboats, Customer Success, and Channel Partners to accelerate deal velocity and long-term client value.
- Penetrate in accounts and expanded share of wallet within existing clients, contributing to significant territory revenue growth.
- Recognized for trusted advisor status with key decision-makers, resulting in multi-year engagements and early access to transformation initiatives.
- Strong personal network and executive connects across West India enterprise account, Partners, CSP's accelerating introductions and shortening sales cycles.
Commercial Account Manager
Palo Alto Networks
01.2022 - 08.2024
- Managed and expanded Palo alto reach in commercial accounts across the Mumbai region, including both existing clients and net-new acquisitions.
- Achieved 100%+ quota attainment quarter over quarter for 10 consecutive quarters, demonstrating consistent high-performance in a competitive cybersecurity market.
- Spearheaded the sales strategy for Palo Alto Networks’ advanced cybersecurity portfolio, including Cortex, Prisma Cloud, and SASE solutions, driving both new customer acquisition and expansion within existing accounts.
- Led complex sales cycles from prospecting to closing, tailoring security solutions to meet the specific needs of commercial clients in diverse industries.
- Positioned Palo Alto Networks as the market leader in next-gen security by translating complex technological concepts into clear, impactful business outcomes for clients across verticals.
- Engage effectively with different buying personas including CIO, CISO, CTO, SecOps and CXO level executives.
- Carrying individual sales quota and contributes to organizations revenue growth.
- Delivered in-depth product presentations and demonstrations of Palo Alto’s next-gen firewalls, cloud security, and SecOps Platform.
- Focus on new accounts, customer satisfaction, and retention. Analyzed client needs to identify coverage solutions and produced policy and quotes.
- Provided ongoing support to assigned accounts by acting as their primary point of contact for any issues or inquiries.
- Develop and manage a reliable forecast and ensure disciplined use of Palo alto sales forecasting, account plans, MEDDIC methodology and customer relationship tools
- Achievement : Honored as a 2-time Century Club member – top sales recognition.
Enterprise Account Manager
Sophos
07.2017 - 01.2022
- Preparing go-to-market strategy for Sophos entire portfolio while handling 30 named customers and 6 Channel Partners
- Responsible for New Business Development via prospecting, qualifying, selling and closing Software/ hardware solutions / services and products
- Managing relationship with enterprise accounts, Partners and develop plans in assigned territory to achieve assigned Quota
- Planned CXO meetings and works on targeted presentations in close coordination with presales team
- Generating funnel from Next-gen Solution like MDR, EDR, cloud Security, NGFW and data protection solution Email security etc
- Driving Sophos focuses on new technologies/products and increase revenue stream through cross-selling and prospecting activities
- Build and execute with channel on Joint Account Plan per channel partner
- Identify new business opportunities, cross sell, up sale activities
- Proficient in driving growth through process: By leveraging Partner Account Planning, marketing, channels, etc
- Have Proven track record by accomplished business quotas consistently for last 4 years in Sophos
- Effectively presenting and delivering the Sophos value proposition, develop compelling conversation and negotiate skills at customer
- Consistently managed customer requirements on both a business and technical level and develop strong relationship at all levels in technical, commercial and CXO level
- Marketed and sold solutions and services to stakeholders across multiple levels of organization
Regional Sales Manager - Juniper & Pulse Secure
Exclusive Networks
02.2014 - 07.2017
- Handled Distribution business for Juniper Networks & Pulse Secure business for Exclusive Networks - West I
- Primary function is to drive sales through channel Partners
- Successfully built business by focusing sales/marketing strategy on channel relationships
- Meeting partners & working out strategies to reach more & more verticals
- Coordinating between client & technical team for solution offering and preparing a viable option for all to benefit
- Channel Partner Management included training partners to sell, market awareness
- Handling Tier 1 and Tier 2 partners- Major Partner IBM, Orange Business services, Dimension Data, Wipro etc
- Mid size -including AGC Networks, Inspira, Jainam Technologies, LA technologies, One network, Softcell Technologies ltd, Hitachi Systems, LA technologies
- Working closely with OEM SCM & operation right from loading to Actual delivery to partner
- Understanding logistics & compliance part to ensure material tracking, billing & timely delivery of the goods to the client
- Pursue identified business prospects, participating actively in planning and sales process for new business opportunities
- Working on credit limits of partners & clients and trying to negotiate the best option available with the management
- Consistently over achieving quota number for my region during entire tenure
- Targeted prospects in other territories through careful research of competitor products, services and trends
Sales Specialist
Softcell Technologies Ltd
08.2012 - 02.2014
- Undertaking new security, Availability projects acquiring new logos for company
- Focusing on handful of solutions driving the current IT trend
- Major solution selling was next gen Firewall, Antivirus, Virtualization, Switching, Backup and SOC services
- Worked closely Account managers of Symantec, Mcafee, Cisco, VMware, ManageEngine, Fortinet Etc
- Committing business to these principals for every quarter
- Consultation to clients to help & design the right solution
- Engaging with principal vendors to work out promotional activities, conducting one-to-many for clients to introduce new technologies
- Conducting regular webinars, technology days, and principal's lab visits etc
- Conducting weekly reviews and analysis to gauge progress and submitting forecast for fortnight
- Developing new opportunities and working closely with the team to achieve quarterly targets
- Negotiating with principals to workout best deals for customers
Sales Account Manager
Jainam Technologies Pvt. Ltd
05.2010 - 08.2012
- Seeks and follows leads to acquire new business for company
- Was managing 50 unique customer for Company and generating pipeline and funnel from these
- Major solution selling was Firewall, Antivirus, Backup and Proxy solutions
- Worked closely Account managers of Symantec, Juniper, Bluecoat, f5 networks, PaloAlto, Aruba
- Designs and delivers presentations highlighting the products and services of company & successfully close the deals
- Maintains contact with existing clients to obtain more business from them
- Prepares quarterly plan for products to pursue and selling strategies for major accounts
- Works closely with OME account manager, distributor's representatives and other channel Partner
Education
MBA - Marketing & Finance
Bharati Vidyapeeth, I.M.R.D.A.
Sangli 07.2008 - 05.2010
Bachelor of Science (B.Sc) - Microbiology
S.G.M College
Karad 07.2004 - 01.2007
HSC -
S.D.U.College
Karad 07.2005 - 01.2007
SSC -
S.D.U.College
Karad 07.2003 - 07.2005
Skills
- Enterprise Account management
- Cyber security Sales
- Customer Relations
- Customer presentations
- Verbal and written communication
- Territory management
- MEDDIC Sales methodology
- Salesforce & Clari proficiency
- Influencing skills
- Competitive intelligence
Accomplishments
- 2 times Century Club member for Palo alto Networks
- INDIA SALES PERSON OF THE YEAR - FY21 - SOPHOS
- BEST SALES PERSON for Symantec Champions Club H2 2011
- 4 Times Employee of the month in Sophos FY2021
Timeline
Enterprise Account Manager
Palo Alto Networks
08.2024 - Current
Commercial Account Manager
Palo Alto Networks
01.2022 - 08.2024
Enterprise Account Manager
Sophos
07.2017 - 01.2022
Regional Sales Manager - Juniper & Pulse Secure
Exclusive Networks
02.2014 - 07.2017
Sales Specialist
Softcell Technologies Ltd
08.2012 - 02.2014
Sales Account Manager
Jainam Technologies Pvt. Ltd
05.2010 - 08.2012
MBA - Marketing & Finance
Bharati Vidyapeeth, I.M.R.D.A.
07.2008 - 05.2010
HSC -
S.D.U.College
07.2005 - 01.2007
Bachelor of Science (B.Sc) - Microbiology
S.G.M College
07.2004 - 01.2007
SSC -
S.D.U.College
07.2003 - 07.2005
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