Machine Identity Sales Specialist - North Central

Palo Alto Networks • Chicago, IL

11d • Remote

About The Position

Palo Alto Networks is looking for a highly motivated, energetic and focused Sales Specialist based in the TOLA Region. As a Senior Sales Specialist, you’ll play a vital role in the success of Palo Alto Network's Management and Trust solution portfolio (Venafi and Quantum). The Sales Specialist will combine product knowledge with sales skills and be the primary resource for the field sales force. They are responsible for new customer acquisition and customer growth in an assigned regional geography as a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the Palo Alto Networks account teams in your assigned region for prospecting, qualifying, and closing Endpoint Security sales for Palo Alto Networks.

Requirements

• Bachelor’s degree or equivalent experience.
• 10+ years prior sales experience in cybersecurity, identity, endpoint management, or related markets.
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota in excess of $2M.
• A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity.
• Ability to engage in a variety of account situations balancing strategic and tactical thought leadership.
• Strong presentation skills as well as the ability to build and present high-quality product overviews to both internal and external audiences
• In-depth knowledge on Identity Security and Endpoint Security best practices and associated terminology and technology employed by large enterprises.
• In depth knowledge on Identity Security and Endpoint Security vendors and products and able to compare with NetSec products.
• Excellent oral and written communications skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Aptitude to understand customer needs, overcome objections, assist in the development of business use cases, and successfully positioning for technical wins.

Nice To Haves

• Post Quantum expertise preferred
• An emphasis on endpoint vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
• Interaction with Product Management to articulate nonstandard / custom requirements based upon customer needs.

Responsibilities

• Establish and maintain customer relationships at the executive, business decisionmaker level including but not limited to CISO, CIO, and other executives responsible for Identity, IAM, security, risk, compliance, and operations.
• Develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
• Partner closely with Sales Account Teams, Solutions Engineers and Professional Services to align the technology architecture to the customer's desired business outcomes.
• Work closely with the Customer Success team to ensure successful product adoption and realization of the full value of Customer’s technology investment.
• Work with Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of Palo Alto Network's endpoint solution in the assigned geography.
• Improve Palo Alto Network's Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects and customers’ strategic initiatives but also broaden Palo Alto Networks product and solution capabilities.
• Drive account management responsibilities including solution creation, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.
• Be recognized internally as a subject-matter expert on Identity including how to best position against competitors in our market(s).
• Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities to meet and exceed established sales quota.
• Provide comprehensive account plans and strategies to win new business with new and existing customers.

Benefits

• The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree