Strategic Identity Account Manager

Palo Alto Networks • San Francisco, CA

13d • Remote

About The Position

Palo Alto Networks – Idira is seeking a strategic enterprise seller to grow market share among Global Fortune 1000 customers in the Bay Area/Northern California region. The role sells identity solutions by understanding customers’ business needs and developing and executing a hyper-growth plan for new and existing strategic accounts. The position is remote and reports to the District Sales Manager. It involves building customer relationships, managing complex sales opportunities, and coordinating internal teams, technical experts, and partners to win and execute business. The role may require travel to company business meetings and events; employees who drive for company business must maintain a valid driver’s license.

Requirements

• At least 5 years of sales experience, including at least 3 years in enterprise sales with C-level engagement.
• B2B software sales experience.
• Experience closing deals of 7 figures or more.
• Bachelor’s degree or equivalent work experience; the posting specifies 5 years of cybersecurity B2B enterprise sales as equivalent work experience.
• Experience managing complex sales cycles and selling to multiple stakeholders within enterprise organizations.
• Strong discovery skills, including asking 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 IT and business stakeholders, including C-level executives; develop positioning and proposals.
• Coordinate extended teams on opportunities, including pre-sales, partners, executive management, and customer success.
• Manage contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, closing, and contract execution.
• Meet biweekly with territory Sales Engineers and Professional Services Engineers to review account status and expedite rollout, upsell, and cross-sell processes.
• Engage 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: Senior