Identity Account Executive

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

📋 Description

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

• Develop and implement territory strategies, including Quarterly and Annual Business Reviews (QBRs).

• Create and progress both short-term and long-term qualified sales pipelines.

• Engage with stakeholders on both the IT and business sides, including C-level executives.

• Prepare positioning and proposals effectively.

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

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

• Hold bi-weekly meetings with Sales Engineers and Professional Services Engineers to evaluate current accounts and facilitate rollout, up-selling, and cross-selling processes.

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

• Foster and manage relationships with partners and alliances.

• Report directly to the District Sales Manager.

• Manage strategic customer partnerships in the Dallas and Austin regions.

⛳️ Requirements

• Minimum of 3 years of sales experience in SaaS B2B technology, particularly at the C-Level.

• Proven B2B software sales experience.

• Demonstrated experience in closing deals worth 8 figures or more.

• Bachelor's degree or equivalent professional experience.

• Alternatively, 3 years of experience in cybersecurity B2B enterprise sales.

• Skilled in managing complex sales cycles involving multiple enterprise stakeholders.

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

• Ability to adapt to a dynamic environment.

• Experience in Privileged Access Management or Identity Access Management is advantageous.

• Proficient in crafting and articulating compelling business propositions.

• Exceptional presentation, written, and verbal communication skills.

• Familiarity with MEDDPICC methodology.

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

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

• Experience in selling with Advisory, Channel Partners, and Ecosystem Partners is preferred.

• Must not require immigration sponsorship; Palo Alto Networks does not offer work visa sponsorship.

• If driving for company business, a valid driver's license must be maintained.

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

🏝️ Benefits

• Inclusion of restricted stock units may be offered.

• Potential for bonuses.

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

• Immigration sponsorship is not available.

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