Strategic Identity Account Manager

Palo Alto Networks • San Francisco, CA

16d • Remote

About The Position

Palo Alto Networks - Idira is seeking a strategic enterprise seller to grow market share among Global Fortune 1000 customers, covering strategic customer partners in the Bay Area/Northern California region. The role sells identity solutions by understanding clients’ business needs and developing and executing a hyper-growth business plan focused on both new and existing strategic customers. The position reports to the District Sales Manager.

This is a remote role. The job may require travel to business meetings and events, and reliable transportation is required for that travel. A valid driver’s license is required if the employee chooses to drive for company business.

Requirements

• At least 5 years of sales experience, including at least 3 years in enterprise sales.
• C-level B2B software sales experience.
• Experience closing deals valued at seven figures or more.
• Bachelor’s degree or equivalent work experience; the posting specifies 5 years of cybersecurity B2B enterprise sales as an equivalent.
• Experience managing complex sales cycles and selling across multiple stakeholders within enterprise organizations.
• Strong discovery skills, including the ability to ask insightful questions.
• Adaptability in a changing environment.
• Ability to craft and articulate compelling business propositions.
• Outstanding presentation, written, and verbal communication skills.

Nice To Haves

• Privileged Access Management or Identity Access Management experience.
• Experience selling SaaS, subscription, or cloud solutions.
• Experience selling with advisory, channel, and ecosystem partners.

Responsibilities

• Drive new business with existing and net-new strategic accounts.
• Build and execute territory plans, including Quarterly and Annual Business Reviews (QBRs).
• Build and advance near-term and long-term qualified pipeline.
• Sell to stakeholders across IT and business functions, including C-level engagements, positioning, and proposals.
• Lead extended opportunity teams, including presales, partners, executive management, and customer success.
• Manage contact activity, prospecting, pipeline development, forecasting, negotiation, pricing, closing, and contract execution.
• Meet bi-weekly with territory Sales Engineers and Professional Services Engineers to assess existing accounts and accelerate rollout, upsell, and cross-sell processes.
• Engage appropriate Idira technical experts to present compelling and accurate information about product strengths and capabilities.
• Cultivate and manage relationships with partners and alliances.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level