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About the Role

As a Public Sector Account Manager for Idira (Identity Security), you are responsible for driving new business and expansion across enterprise customers. You will help customers secure access across hybrid and cloud environments, enabling Zero Trust and digital transformation. This is a consultative, strategic sales role focused on outcomes, deep solution value, and collaborative influence across the ecosystem.

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 with continuous development of 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 a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical.
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 leveraging insights to influence CxO-level decision.
Influence cross-portfolio demand by identifying and articulating Identity Security needs across large complex portfolios.

Requirements

Experience working with Public Sector Accounts and customers.
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.
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.
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; understands sales methodologies such as MEDDPICC.
Strong executive presence and influencing skills across all customer levels.

Skills

Identity Security
PAM
IAM
Zero Trust
Compliance-driven selling
Sales methodologies (MEDDPICC)

Location

Remote

Work Type

Remote
Hybrid

Experience Level

Enterprise

About the Company

Palo Alto Networks is 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.
We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
We are committed to providing reasonable accommodations for all qualified individuals with a disability.

Equal Opportunity

Palo Alto Networks is an equal opportunity employer.
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.