Agentic Identity Sales Specialist - Federal

Palo Alto Networks•McLean, VA

1d•Remote

About The Position

As a Solution Sales Specialist, you will be a key driver in IDIRA's growth in machine identity security, specializing in our advanced Secrets Management and Agentic AI Security product offerings. This overlay role partners with field sales teams to accelerate adoption and expansion of these solutions that help organizations mature their privilege access management programs to secure their non-human identities, application service accounts and agentic AI projects. Lead sales efforts for Secrets Management and Agentic AI Security, acting as the subject matter expert for DevSecOps, cloud-native and agentic AI use cases. Drive new customer acquisition and growth in your assigned region, focusing on accounts in highly regulated industries (e.g., financial services, healthcare, utilities, etc.) Collaborate closely with IDIRA account teams, Solutions Engineers, and Professional Services to align technology architecture with customer business outcomes. Develop and present compelling business cases to executive stakeholders (CISO, CIO, DevOps leaders, and cloud architects). Work with Value Added Resellers and Systems Integrators to expand IDIRA's reach and penetrate new markets. Manage the full sales cycle: opportunity creation, technical validation, scoping, negotiation, service delivery, and revenue recognition. Provide comprehensive account plans and strategies to win new business and grow existing relationships, with a focus on cloud transformation, DevSecOps adoption and PAM modernization.

Requirements

Proven success in enterprise software sales, ideally with experience in security, DevOps, DevSecOps, or cloud technologies.
Deep understanding of DevOps and DevSecOps principles, cloud architectures, and integration with Secrets Management and AI Security solutions.
Strong technical acumen and ability to articulate complex solutions to both technical and business audiences, including developers, cloud architects, and security leaders.
Excellent presentation, communication, and relationship-building skills.
Ability to work independently and collaboratively in a fast-paced, innovative environment.
Experience partnering with cross-functional teams and channel partners.
Bachelor’s degree or equivalent experience.
Willingness to travel up to 40% as needed.

Responsibilities

Lead sales efforts for Secrets Management and Agentic AI Security, acting as the subject matter expert for DevSecOps, cloud-native and agentic AI use cases.
Drive new customer acquisition and growth in your assigned region, focusing on accounts in highly regulated industries (e.g., financial services, healthcare, utilities, etc.)
Collaborate closely with IDIRA account teams, Solutions Engineers, and Professional Services to align technology architecture with customer business outcomes.
Develop and present compelling business cases to executive stakeholders (CISO, CIO, DevOps leaders, and cloud architects).
Work with Value Added Resellers and Systems Integrators to expand IDIRA's reach and penetrate new markets.
Manage the full sales cycle: opportunity creation, technical validation, scoping, negotiation, service delivery, and revenue recognition.
Provide comprehensive account plans and strategies to win new business and grow existing relationships, with a focus on cloud transformation, DevSecOps adoption and PAM modernization.