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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, focusing on strategic customer partners in the Bay Area/Northern California region. The Identity Account Executive will sell market-leading solutions by understanding client business needs and executing a hyper-growth business plan targeting net new and 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 and up-sale/cross-sale processes
- Collaborate with and engage technical experts to provide a compelling story on product strengths and capabilities
- Cultivate and manage relationships with partners and alliances
Requirements
- 5+ years sales experience: 3+ years in Enterprise Sales
- (C-Level) B2B software sales experience
- Experience in closing 7+ 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
- Motor-Vehicle Requirement: This role may require travel and requires reliable transportation. A valid driver’s license is required if driving for company business.
Skills
- Privileged Access Management or Identity Access Management experience
- Selling SaaS/Subscription/Cloud solutions
- Selling with Advisory, Channel Partners, and Ecosystem Partners
Location
- Bay Area/Northern California region
- Remote
Work Type
- Remote
- Hybrid
Experience Level
- Enterprise Sales
- C-Level B2B software sales
Education Level
- Bachelors degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
Benefits
- A description of our employee benefits may be found here.
About the Company
- 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.
- In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry.
- We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
- We are part of a culture that values trust, accountability, and shared success where your work truly matters.
- We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo.
- 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.