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About the Role

Drive new business and expansion for Idira (Identity Security) across enterprise customers. Serve as a trusted advisor, securing access across hybrid and cloud environments, enabling Zero Trust and digital transformation. Lead complex sales cycles, orchestrate cross-functional teams, and deliver Identity Security solutions for lasting business impact. This consultative, strategic sales role focuses on outcomes, solution value, and collaborative influence, leveraging internal/external partners and AI-enabled sales tools.

Responsibilities

Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities.
Identify prospective clients within defined territory and market segments.
Drive new business in existing accounts, continuously developing a long-term pipeline to increase Idira's share of wallet.
Lead and coordinate multi-seller plays, ensuring cohesive positioning, solution sequencing, and joint account planning.
Partner with product, SE, and technical specialists to shape and deliver customer strategies, driving adoption, modernization, and expansion of Idira's solutions.
Establish professional and trusted relationships with customers and prospects, from C-level to Operational level, understanding their unique business needs.
Understand the competitive landscape and customer needs to effectively position Idira.
Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance and influencing CxO-level decisions.
Influence cross-portfolio demand by identifying and articulating Identity Security needs across large complex portfolios.

Requirements

Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
Demonstrated ability to grow new logos and expand within existing customers.
Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.
Outcome-oriented with strong commercial judgment and quota ownership mindset.
Strong executive presence and influencing skills across all customer levels.

Skills

Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
Ability to understand business and technical use cases and convert them into solution opportunities.
Understanding of sales methodologies such as MEDDPICC.

Location

Remote

Work Type

Remote

About the Company

Palo Alto Networks' mission is to protect our digital way of life.
The company thrives on innovation and impact, solving real-world problems with cutting-edge technology and bold thinking.
Values include Disruption, Collaboration, Execution, Integrity, and Inclusion.
AI is woven into everything the company does to augment individual impact.
The company aims to be the cybersecurity partner of choice, trailblazing and shaping the future of the industry.

Equal Opportunity

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 accommodations@paloaltonetworks.com.
Palo Alto Networks is an equal opportunity employer.
All qualified applicants 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 information will be kept confidential according to EEO guidelines.
This role is not eligible for immigration sponsorship; work visas will not be sponsored for this position.