Identity Account Executive

This is a fully remote position, open to applicants in North Carolina, +1 more state.

📋 Description

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

• Develop and implement territory plans, including quarterly and annual business assessments.

• Build and nurture both near-term and long-term qualified pipelines.

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

• Lead a cross-functional team on opportunities that involve pre-sales, partners, executive management, and customer success.

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

• Facilitate bi-weekly meetings with territory Sales Engineers and Professional Services Engineers to evaluate account status and expedite rollout, upsell, and cross-sell efforts.

• Collaborate with Palo Alto Networks technical experts to showcase compelling product strengths and capabilities.

• Foster and manage relationships with partners and alliances.

• Report directly to the District Sales Manager.

⛳️ 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 exceeding 8 figures.

• A Bachelor's degree or equivalent work experience, including 5 years in cybersecurity B2B enterprise sales.

• Experience managing intricate sales cycles involving multiple enterprise stakeholders.

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

• Flexibility to adapt to a dynamic environment.

• Competence in crafting and conveying compelling business propositions.

• Excellent presentation, written, and verbal communication skills.

• Familiarity with and application of MEDDPICC.

• Training 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 in selling SaaS/subscription/cloud solutions.

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

• No immigration sponsorship is available; applicants must not require a work visa.

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

• A valid driver's license is required for driving on company business.

🏝️ Benefits

• Restricted stock units may be part of the compensation package.

• A bonus may be included.

• Employee benefits are available (specific details not provided).

• Reasonable accommodations for qualified individuals with disabilities or special needs will be considered.