Job SummaryIDIRA, by PANW is seeking a proven Provincial, Local Government, Education and Healthcare seller that will continue to capture our rapid market share in the Global Fortune 2000. The Enterprise Account Executive will sell our market leading solutions by gaining a thorough understanding of the client's business needs. A successful candidate will be responsible for the formulation and execution of a hyper-growth business plan that targets net new and existing territory accounts. The Enterprise Account Executive will report directly to the DSM for Eastern Canada.
What you will do:
- Driving new business from new and existing target accounts in Provincial and Local
- Government Departments and Agencies, Higher Education, School Districts and healthcare
- Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
- Build and advance near-term and long-term qualified pipeline
- Selling into various stakeholders: IT side and Business side C-level engagements, positioning and proposal
- Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
- Management of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
- Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
- Collaborate with and engage the right IDIRA technical experts to provide an accurate and compelling story on our products' strengths and capabilities to win deals.
- Cultivate and manage relationships with partners and alliances
Qualifications - 8+ years of sales experience: 4+ years in enterprise sales, 4+ years of which are specifically in Provincial and Local Government, Education accounts and healthcare in the assigned geography
- (C-Level) B2B software sales
- Experience in closing 8+ figure deals
- Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
- Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within Provincial and Local Government departments and agencies, higher education, school districts and healthcare.
- Discovery skills, asking insightful questions
- Adaptability to a changing environment
- Privileged Access Management or Identity Access Management experience a plus
- Ability to craft and articulate compelling business propositions
- Outstanding presentation, written and verbal communication skills
- Experience selling SaaS/Subscription/Cloud solutions preferred
- Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
Compensation DisclosureThe 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.
$268,400.00 - $368,975.00/yr
