Principal Account Executive, Machine Identity - ANZ

Cyberark Software; Melbourne; Hybrid; AUD 180,000 - 240,000; Full time

Job summary

Palo Alto Networks in Australia seeks a Principal Account Executive for Machine Identity Security (ANZ). You will drive new business and manage regional sales, collaborating with GTM teams and channel partners to win large enterprise accounts.

The role emphasizes strategic account leadership, value selling, and strong cross-functional coordination. You will work within a hybrid model, engaging with customers at CXO levels and aligning MIS solutions with regional business goals.

Qualifications

• 8+ years quota-carrying B2B software sales experience.
• Experience selling subscription & cloud business.
• Experience selling digital identity management or PKI is an added advantage.
• Value-based selling; Cloud Native or SaaS products.
• Ability to engage with CXO/leadership and cross-functional teams.
• Strong customer-centric, success-oriented sales mentality.
• Experience leveraging partners to build and run business.
• CRM discipline with Salesforce experience.
• Excellent presentation and communication skills.

Responsibilities

• Prospecting and driving new business into existing accounts and prospects, with continuous development of long-term pipeline to grow MIS business in the region.
• Strong collaboration with the Go-To-Market teams in the region.
• Pursue our advantage against the competition selling the value of MIM's platform and win against competitors.
• Establish professional, trusted relationships with customers from CXO to operational level on Machine Identity Management projects.
• Work with partners in SI ecosystem and advisory firms.

Skills

Quota carrying sales

B2B software sales

Cloud/SaaS selling

Relationship building

Presentation/communication

Partner enablement

CRM/Salesforce

Customer-centric selling

Tools

Salesforce

Job description

Principal Account Executive, Machine Identity - ANZ

At Palo Alto Networks®, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Our Mission

At Palo Alto Networks®, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Our Mission

At Palo Alto Networks®, we're united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you're ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you're in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That's why most of our teams work from the office full time, with flexibility when it's needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

We areseekingfor proven sales performers to expand our customer base in the Machine Identity Securityportfolio. You will be the salesspecialistbased inAustraliamanagingall salesand business developmentactivities in the region.

You will beworking closelywith the go-to-market teamsand channel partners sellinginto largeenterprise accounts.You will contribute to our exponential business growth in a fast-paced,collaborativeand fun atmosphere,as a valued member of Palo Alto Networks family.

Key roles and responsibilities:

• Prospecting and driving new business into existing accountsand prospects, with continuous development of long-term pipeline togrow MIS businessin the region.
• Strong collaboration with the Go-To-Market teams in the region
• Pursue our advantageagainst the competition selling the value of MIM's platformandwinagainstcompetitors.
• Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business verticalon Machine Identity Management projects.
• Work with business partners in the wider eco-system of SI partners and advisory firms

#LI-RC1

#LI-HYBRID

Qualifications

• 8+ years of experience in quota carrying B2B software sales withdemonstratedrecord of meeting or exceeding targets or combination of experience,educationand superior performance
• Familiar and experience in selling subscription & cloud business
• Experience selling ofdigitalIdentitymanagementsolutions,either experience ofsecurityor/and PKIis an added advantage
• Value sales experience. Selling Cloud Native or SaaS (Software as a Service) productsis an added advantage
• Effectiveness in building relationships within client and prospect companies atany level(CXO, technical leader, LOBleader, etc.)that gives impact to our business.
• Demonstrated ability to adapt,evolveand onboardnew ideas
• Having strong customer centricity and success-oriented sales mentality
• ExperienceleveragingPartners to buildand runbusiness.
• Organised, efficient and able tomaintainhigh levelofproductivitywhile alsodemonstratingprocess and administrative excellence - experience using a CRM system, preferably Salesforce
• Excellent presentation/communication skills

How you will stand out from the crowd:

• Prior sales success in a sales specialist environment
• Demonstratedtechsavvynessand ability to learnnew technologieswithin short span of time
• Exhibits high energy, competitiveness,over-achiever,go-getter, desire to win as a team.

Our Commitment

We're trailblazers that dream big, take risks, and challenge cybersecurity's status quo. It's simple: we can't accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at **************@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship?: Yes