Enterprise Identity Account Executive

This is a fully remote position, open to applicants in Tennessee.

📋 Description

• Drive new business opportunities with both existing and new enterprise accounts.

• Develop and implement territory plans along with quarterly and annual business reviews.

• Establish and grow both near-term and long-term qualified sales pipelines.

• Engage with C-level stakeholders on both IT and business sides through effective positioning and proposals.

• Lead extended opportunity teams, which include pre-sales, partners, executive management, and customer success.

• Oversee contact activities, prospecting, pipeline development, forecasting, negotiating, pricing, closing, and contract execution.

• Conduct bi-weekly meetings with territory Sales Engineers and Professional Services Engineers to evaluate account status and accelerate rollout, upsell, and cross-sell initiatives.

• Collaborate with technical experts from Palo Alto Networks to deliver persuasive presentations on product strengths and capabilities.

• Foster and manage relationships with partners and alliances.

• Report directly to the District Sales Manager.

• Capture market share among Global Fortune 1000 strategic customer partners located in the Tennessee region.

⛳️ Requirements

• A minimum of 5 years of enterprise sales experience in SaaS B2B technology.

• Proven experience in C-level B2B software sales.

• Track record of closing deals valued at 8 figures or more.

• Bachelor's degree or equivalent work experience, with at least 5 years in cybersecurity B2B enterprise sales.

• Proficient in managing and navigating complex sales cycles involving multiple enterprise stakeholders.

• Strong discovery skills and the ability to ask insightful questions.

• Flexibility to adapt to changing environments.

• Capability to create and articulate compelling business propositions.

• Excellent presentation, written, and verbal communication abilities.

• Familiarity with the MEDDPICC sales framework.

• Trained in sales methodologies such as The Challenger Sale, Miller Heiman, Sandler, or Value-Selling Framework.

• Experience in Privileged Access Management or Identity Access Management is a plus.

• Preference for candidates with experience selling SaaS, subscription, or cloud solutions.

• Experience in selling with advisory, channel, and ecosystem partners is preferred.

• Applicants must not require work visa sponsorship; no immigration sponsorship available.

• Reliable transportation for business meetings and events may be necessary.

• A valid driver's license is required if driving is involved in company business.

🏝️ Benefits

• Potential inclusion of restricted stock units.

• Possible bonus opportunities.

• Comprehensive employee benefits are provided (details available in the employer benefits description).

• Reasonable accommodations available for qualified individuals with disabilities or special needs.