Mark A. Montano

Questioner
DISC Type : c

Named Account Manager, Enterprise at Palo Alto Networks

Laguna Niguel, California, United States

Overview

Mark is an experienced Enterprise Account Manager at Palo Alto Networks, specializing in the technology and cybersecurity sectors. His career features key sales roles at industry giants like Broadcom, VMware, and Dell Technologies. He holds a Bachelor of Arts from California State University, Fullerton.

Outside of work, Mark demonstrates a passion for mentorship and helping the next generation. He actively supports his network, including promoting services that guide high school students through the complex processes of college admissions and athletic recruiting.

He has navigated major industry shifts firsthand, including Broadcoms acquisition of VMware while he was an employee.

Personality Overview

Cautious & Analytical

Not Easily Convinced

Price-Sensitive

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They generally do not appreciate an overfriendly approach and prefer to stay to-the-point. They prefer to do thorough analysis of any situation.

Topics They Care About

Enterprise Tech Sales
His entire career is built on enterprise sales roles at major tech firms like Palo Alto Networks, Broadcom, VMware, and Dell.
Cybersecurity Solutions
His current role as a Named Account Manager at Palo Alto Networks places him at the forefront of the cybersecurity industry.
IT Infrastructure
Previous roles as an Isilon Storage Specialist at Dell EMC and Sector Director at Computacenter show a deep background in core IT infrastructure.

Media Appearances

Mark has no verified media appearances

Work History

11-2025
Named Account Manager, Enterprise at Palo Alto Networks
11-2023
Enterprise Account Manager at Broadcom Software
10-2019 - 11-2023
AE Dell Synergy, Southwest at VMware
4-2017 - 10-2019
Sector Director- Southwest at Computacenter US
2-2014 - 3-2017
Isilon Storage Specialist EMC at Dell Technologies

Education

1998 - 2000
BA from California State University, Fullerton
Education details unavailable from MHS

More Information

Social Presence :

Prographics :

Exp : 13 Location : Laguna Niguel, California, United States Job Level : Middle Designation : Named Account Manager, Enterprise at Palo Alto Networks
URL has been copied!

Insights For Selling To Mark A.

During A Call Or A Meeting

DO's

  • Keep some extra margin in hand as they will likely negotiate the pricing
  • Tell them that you will come back if you don’t have a good answer for a question
  • Share as much information as possible regarding your product

DONT's

  • Don’t overhype the product/pitch, keep it measured
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t try to be too friendly or informal with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark A. is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Mark A.

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Mark A. move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Mark A. take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Mark A.

Personality Compatibility


Other Palo Alto Networks Employees

Explore more public profiles from related professionals at the same organization.

More Profiles

Discover additional public profiles from our index.

Search more profiles

Looking for someone else? Search here for anyone.

Or visit Humantic AI to know more.