Senior Identity Account Executive

This is a fully remote position, open to applicants in Ohio, +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 Reviews (QBRs).

• Create and nurture 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 that encompass pre-sales, partners, executive management, and customer success.

• Oversee contact activity, 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 expedite rollout, upsell, and cross-sell initiatives.

• Collaborate with technical experts from Palo Alto Networks to highlight product strengths and secure deals.

• Develop and maintain partner and alliance relationships.

• Report directly to the District Sales Manager.

• Design and execute a hyper-growth business strategy aimed at existing enterprise customers and prospects in the Ohio Valley region.

⛳️ Requirements

• Minimum of 5 years of sales experience in the SaaS B2B technology sector.

• Proven experience in C-Level B2B software sales.

• Track record of closing deals exceeding 8 figures.

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

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

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

• Flexibility to adapt to a changing environment.

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

• Capability to develop and present persuasive business propositions.

• Exceptional 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.

• Preferred experience in selling SaaS/Subscription/Cloud solutions.

• Experience working with Advisory, Channel Partners, and Ecosystem Partners is desirable.

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

• Reliable transportation for business meetings and events, if driving for company purposes.

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

🏝️ Benefits

• Potential inclusion of restricted stock units.

• Opportunity for bonuses.

• Comprehensive employee benefits are available (specific benefits linked separately).

• Flexible remote work arrangements.