Machine Identity Sales Specialist

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Act as a Sales Specialist for Palo Alto Networks’ Management and Trust solution offerings, including Venafi and Quantum.

• Serve as the primary contact for the field sales team.

• Acquire new clients and enhance relationships with existing customers within a designated regional area.

• Build and sustain executive-level relationships with customers, including CISOs, CIOs, and leaders in identity, IAM, security, risk, compliance, and operations.

• Create and deliver persuasive business cases that outline cost drivers, benefits, and risks.

• Collaborate with Sales Account Teams, Solutions Engineers, and Professional Services to align technology architecture with customer business objectives.

• Partner with Customer Success to facilitate product adoption and maximize the value of customer technology investments.

• Work together with channel partners, resellers, and systems integrators to penetrate new accounts and expand market reach.

• Articulate customer requirements and use cases to enhance Palo Alto Networks’ Identity solution portfolio.

• Manage account activities including solution development, offering configuration, order processing, service delivery, service management, and revenue recognition.

• Serve as an internal expert on Identity and competitive positioning.

• Identify, scope, negotiate, and close sales opportunities to achieve or surpass quota.

• Develop account plans and strategies to secure new business from both new and existing clients.

• Travel approximately 40% within the assigned territory and other locations.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• Over 10 years of prior sales experience in cybersecurity, identity, endpoint management, or related markets.

• Preferred expertise in Post Quantum technologies.

• Proven track record in strategic account management and software sales, consistently achieving or exceeding a quota of over $2M.

• Demonstrated success in collaboration as part of a sales/account team in a strategic selling role.

• Ability to navigate account situations while balancing strategic and tactical leadership.

• Strong skills in presentation.

• Comprehensive knowledge of Identity Security and Endpoint Security best practices, terminology, and technologies utilized by large enterprises.

• In-depth familiarity with Identity Security and Endpoint Security vendors and products, with the ability to compare them against NetSec products.

• Preferred knowledge of endpoint vendors and technologies used within large enterprises in both on-premises and cloud environments.

• Ability to articulate nonstandard/custom requirements based on client needs.

• Excellent verbal and written communication abilities.

• Capability to present technical concepts and product solutions to IT personnel and business leaders.

• Skill in understanding customer needs, overcoming objections, assisting in developing business use cases, and positioning for technical victories.

• Willingness to travel approximately 40% of the time within the assigned territory and other locations.

• Immigration sponsorship is not available.

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

• A valid driver's license is necessary if driving for company business.

🏝️ Benefits

• Restricted stock units.

• Bonus opportunities.

• Employee benefits (details available via benefits link).

• Reasonable accommodations for qualified individuals with disabilities.

• Equal opportunity employment.