Machine Identity Security Sales Specialist

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

📋 Description

• Drive the acquisition of new customers and foster growth for Palo Alto Networks’ Management and Trust solution portfolio, which includes Venafi and Quantum.

• Act as the primary product and sales resource for the field sales team in the West Region.

• Build and sustain executive-level relationships with CISOs, CIOs, and leaders responsible for Identity, IAM, security, risk, compliance, and operations.

• Create and deliver persuasive customer business cases that cover costs, benefits, and risk factors.

• Collaborate with Sales Account Teams, Solutions Engineers, and Professional Services to ensure technology architecture aligns with customer outcomes.

• Work alongside Customer Success to enhance product adoption and maximize the value of customer technology investments.

• Partner with channel partners, resellers, and systems integrators to penetrate new accounts and broaden reach.

• Convey customer requirements and use cases to enhance Palo Alto Networks’ Identity solution offerings.

• Oversee solution development, offering configuration, order issuance, service delivery, service management, and revenue recognition.

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

• Identify, scope, negotiate, and finalize new sales opportunities to meet or surpass quota.

• Provide account strategies and plans to secure new business with both new and existing customers.

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

⛳️ Requirements

• Bachelor’s degree or equivalent experience is required.

• 8+ years of prior sales experience in cybersecurity, identity, endpoint management, or similar markets.

• Expertise in Post Quantum is preferred.

• Proven track record of strategic account management and software sales, consistently meeting or exceeding quotas above $2M.

• History of successful teamwork as part of a sales/account team in a strategic selling role.

• Capacity to balance strategic insights with tactical leadership in diverse account scenarios.

• Strong presentation abilities and the skill to create and deliver high-quality product overviews.

• Comprehensive knowledge of Identity Security and Endpoint Security best practices, terminology, and enterprise technologies.

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

• Excellent verbal and written communication capabilities.

• Proficiency in presenting technical concepts and product solutions to IT personnel and business executives.

• Ability to understand customer needs, address objections, develop business use cases, and position for technical achievements.

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

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

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

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

🏝️ Benefits

• Restricted stock units.

• Bonus opportunities.

• Employee benefits (details linked in posting).

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