8+ years of sales experience, with 5+ years in Enterprise Sales
B2B software sales experience at the C-Level
Proven track record of closing 8+ figure deals
Bachelor's degree or equivalent experience in cybersecurity B2B enterprise sales
Experience managing complex sales cycles across multiple stakeholders
Strong discovery skills with the ability to ask insightful questions
Adaptable to changing environments
Experience in Privileged Access Management or Identity Access Management is a plus
Ability to craft compelling business propositions
Excellent presentation and communication skills
Preferred experience in selling SaaS/Subscription/Cloud solutions
Experience with Advisory, Channel, and Ecosystem Partners is advantageous
Responsibilities
Drive new business with existing and new enterprise accounts
Develop and execute territory plans with Quarterly and Annual Business Reviews
Build and advance a qualified sales pipeline
Engage with various stakeholders, including IT and business leaders
Lead C-level engagements, positioning, and proposals
Coordinate with the extended team on opportunities, including pre-sales and customer success
Manage all aspects of contact activity, pipeline development, and contract execution
Conduct bi-weekly meetings with Sales Engineers to assess account status and expedite processes
Collaborate with technical experts to present compelling product narratives
Cultivate and manage relationships with partners and alliances
Benefits
Comprehensive employee benefits package
Opportunities for professional development
Access to cutting-edge technology and resources
Collaborative work environment
Potential for stock options and bonuses
Full Job Description
Job Summary
Palo Alto Networks - Idira is seeking a proven strategic enterprise seller that will continue to capture our rapid market share in the Global Fortune 1000 covering some of our most strategic customer partners in the Minnesota region. The Identity Account Executive will sell our market leading solutions by gaining a thorough understanding of the client's business needs. A successful Identity Account Executive will be responsible for the formulation and execution of a hyper-growth business plan that targets existing strategic customers. The Identity Account Executive will report directly to the District Sales Manager.
What you need to succeed:
Driving new business with existing and net new enterprise accounts
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 activity, 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 sales experience: 5+ years in Enterprise Sales
(C-Level) B2B software sales experience
Experience in closing 8+ figure deals
Bachelors degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
Discovery skills, asking insightful questions
Adaptability to a changing environment
Privileged Access Management or Identity Access Management experience will set you apart from others
Ability to craft and articulate compelling business propositions
Outstanding presentation, written and verbal communication skills
Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
Compensation Disclosure
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.
$272,000.00 - $374,000.00/yr
About Palo Alto Networks
Palo Alto Networks, Inc. is an American multinational cybersecurity company with headquarters in Santa Clara, California. Its core products are a platform that includes advanced firewalls and cloud-based offerings that extend those firewalls to cover other aspects of security. The company serves over 70,000 organizations in over 150 countries, including 85 of the Fortune 100. It is home to the Unit 42 threat research team and hosts the Ignite cybersecurity conference.
