Senior Identity Account Executive - Southwest

Palo Alto Networks•Remote - USA - AZ, AZ

10d•$272,000 - $374,000•Remote

About The Position

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. 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! This role is remote, but distance is no barrier to impact. 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. Idira, by PANW is seeking a highly accomplished Senior Identity Account Executive to lead our enterprise business across Arizona and Nevada. This is a strategic territory with approximately 30 named enterprise accounts. The portfolio will include a combination of existing CyberArk / Idira customers where the focus will be on expanding relationships and driving meaningful revenue growth, as well as high-value prospect accounts where the objective will be to establish CyberArk / Idira as a strategic security partner and acquire new customers. The ideal candidate is an experienced enterprise seller who understands how to sell Identity Security into complex organizations, can build trusted relationships with C-level and technical stakeholders, and knows how to orchestrate the broader ecosystem of channel and technology partners to create and close opportunities. This role requires someone who can operate strategically at the account level while maintaining the urgency, discipline, and execution required to consistently deliver results.

Requirements

Proven enterprise sales success selling Identity and/or Cybersecurity solutions into large, complex organizations.
Demonstrated success managing and growing a portfolio of strategic enterprise accounts.
Strong understanding of the Identity Security market and the business and technical challenges facing enterprise organizations.
Established relationships across the Arizona and Nevada enterprise technology and security community.
A strong, established channel network and demonstrated ability to leverage partners to create and close business.
Strong relationships with relevant technology partners and the ability to develop joint go-to-market and account strategies.
Demonstrated ability to sell to both executive and highly technical audiences.
Exceptional discovery and listening skills, with the ability to understand complex customer environments before positioning a solution.
Strong presentation skills and the ability to simplify complex technical concepts into compelling business value.
Experience navigating long, complex enterprise sales cycles involving multiple stakeholders and decision-makers.
Ability to build relationships at the C-suite, executive, practitioner, and technical architecture levels.
Highly disciplined approach to territory planning, pipeline generation, forecasting, and opportunity management.
A collaborative, team-oriented approach with the ability to orchestrate internal and external resources around strategic opportunities.
High degree of ownership, urgency, resilience, and accountability.
Deep understanding of how large enterprises buy Identity Security and an established network of relationships throughout Arizona and Nevada.
Ability to get into an account, understand the organizational dynamics, identify the business problem, build consensus across technical and executive stakeholders, and develop a compelling path to a decision.
Comfortable opening a net-new enterprise account or expanding a strategic existing customer.
Ability to build relationships, create demand, develop champions, leverage partners, and orchestrate resources to solve meaningful customer problems.
Ability to listen first, understand the customer's environment, and earn the right to recommend a solution.

Responsibilities

Own and execute the account strategy for approximately 30 named enterprise accounts across Arizona and Nevada.
Develop deep knowledge of each account's business priorities, security initiatives, organizational structure, technology environment, and key decision-makers.
Drive growth within existing customers by identifying opportunities to expand the CyberArk / Idira footprint and increase the value delivered to the customer.
Develop and execute strategic prospecting plans to acquire new enterprise customers.
Build relationships across multiple levels of the organization, including CISOs, CIOs, security leaders, architects, infrastructure teams, application teams, and business stakeholders.
Establish yourself as a trusted advisor around Identity Security, Privileged Access, Workforce Identity, Customer Identity, Machine Identity, and related security challenges.
Conduct effective discovery with both business and technical audiences, uncovering problems and translating them into compelling business outcomes.
Deliver executive-level presentations and technical conversations that clearly articulate the value of CyberArk / Idira solutions.
Build and maintain strong relationships with channel partners, VARs, systems integrators, and technology partners across the territory.
Develop joint account strategies with partners and leverage the ecosystem to create new opportunities and accelerate sales cycles.
Partner closely with Sales Engineering, Customer Success, Marketing, Professional Services, and other internal teams to develop and execute account strategies.
Build multi-threaded relationships within strategic accounts rather than relying on a single point of contact.
Maintain accurate pipeline, forecasting, and opportunity management with a high degree of rigor and accountability.
Negotiate complex enterprise agreements and navigate sophisticated procurement, legal, security, and executive approval processes.
Consistently prospect, create pipeline, and advance opportunities while maintaining a strong focus on quarterly and annual revenue objectives.
Deliver consistent revenue growth across the assigned enterprise portfolio.
Acquire new enterprise customers in the Arizona and Nevada markets.
Expand and deepen existing customer relationships.
Build a healthy, predictable pipeline.
Develop strong executive and technical relationships within named accounts.
Create leverage through channel and technology partners.
Establish CyberArk / Idira as a strategic Identity Security partner within your accounts.
Consistently execute against territory, account, and revenue objectives.