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About the Role

Palo Alto Networks - Idira is seeking a proven strategic enterprise seller to capture market share in the Global Fortune 1000, covering strategic customer partners in the Northern California/Bay Area. The Strategic Account Executive will sell market-leading solutions by understanding client business needs and executing a hyper-growth business plan targeting existing strategic customers.

Responsibilities

• Driving new business with existing and net new strategic accounts
• 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 activity, 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 account status and expedite roll-out/up-sale/cross-sale processes
• Collaborate with and engage Idira technical experts to provide accurate and compelling product demonstrations
• Cultivate and manage relationships with partners and alliances

Requirements

• 8+ years sales experience: 3+ years in Strategic Sales, 5+ years in Enterprise Sales (C-Level)
• B2B software sales experience
• Experience in closing 8+ figure deals
• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
• Discovery skills, asking insightful questions
• Adaptability to a changing environment
• 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
• Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation. A valid driver’s license is required if the hire chooses to drive in connection with company business.

Skills

• Privileged Access Management or Identity Access Management experience

Location

• Northern California/Bay Area
• Remote

Work Type

• Remote
• Hybrid

Experience Level

• Enterprise Sales (C-Level)
• Strategic Sales

Education Level

• Bachelors degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)

Salary/Compensations

• $264,000.00 - $363,000.00/yr

Benefits

• Restricted stock units
• Bonus
• Employee benefits

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.
• We are trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
• We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
• Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together.
• You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Equal Opportunity

• 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.
• 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.