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About the Role

The Enterprise Account Executive will sell market-leading solutions by gaining a thorough understanding of the client’s business needs. A successful candidate will be responsible for the formulation and execution of a hyper-growth business plan that targets net new and existing territory accounts.

Responsibilities

• Driving new business from new and existing target accounts in Provincial and Local Government Departments and Agencies, Higher Education, School Districts and healthcare
• Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
• Build and advance near-term and long-term qualified pipeline
• Selling into various stakeholders: IT side and Business side C-level engagements, positioning and proposal
• Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
• Management of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
• Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
• Collaborate with and engage the right IDIRA technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals
• Cultivate and manage relationships with partners and alliances

Requirements

• 8+ years of sales experience: 4+ years in enterprise sales, 4+ years of which are specifically in Provincial and Local Government, Education accounts and healthcare in the assigned geography (C-Level)
• B2B software sales
• Experience in closing 8+ figure deals
• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within Provincial and Local Government departments and agencies, higher education, school districts and healthcare
• Discovery skills, asking insightful questions
• Adaptability to a changing environment
• Privileged Access Management or Identity Access Management experience a plus
• Ability to craft and articulate compelling business propositions
• Outstanding presentation, written and verbal communication skills
• Experience selling SaaS/Subscription/Cloud solutions preferred
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred

Skills

• Sales
• Enterprise Sales
• Provincial and Local Government Sales
• Education Sales
• Healthcare Sales
• C-Level Engagement
• B2B Software Sales
• Complex Sales Cycles
• Discovery Skills
• Adaptability
• Privileged Access Management
• Identity Access Management
• Business Proposition Crafting
• Presentation Skills
• Written Communication
• Verbal Communication
• SaaS Sales
• Subscription Sales
• Cloud Solutions Sales
• Advisory Partner Sales
• Channel Partner Sales
• Ecosystem Partner Sales

Location

• Remote

Work Type

• Remote
• Hybrid

Experience Level

• 8+ years of sales experience
• 4+ years in enterprise sales
• 4+ years in Provincial and Local Government, Education accounts and healthcare

Education Level

• Bachelor’s degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)

Salary/Compensations

• $268,400.00 - $368,975.00/yr

Benefits

• Restricted stock units
• Bonus

About the Company

• Our Mission At Palo Alto Networks®, we’re 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. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.
• Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!
• Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Equal Opportunity

• 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.
• Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.