Major Identity Account Manager - Public Sector

Jobs Paloaltonetworks; Helsinki; Hybrid; EUR 90,000 - 130,000; Full time

Job summary

IDIRA, a Palo Alto Networks Company, is growing its Public Sector presence in Finland. You will steer major identity security opportunities, manage complex enterprise deals, and lead cross-functional sales efforts across hybrid and cloud environments.

This consultative role emphasizes outcome value, cross-team collaboration, and AI-enabled selling tools. You will partner with executives and engineers to articulate business impact, forecast pipelines, and close multi-stakeholder negotiations

Qualifications

• Proven track record of closing complex enterprise deals in cybersecurity, enterprise SaaS, or hybrid Public Sector accounts.
• Proven track record of meeting or exceeding sales quotas.
• Strong network of senior stakeholders within the Finnish Public Sector.

Responsibilities

• Partner with the wider account team to develop territory and account plans for named enterprise Public Sector accounts.
• Develop deep knowledge of our products, map to customer imperatives, and articulate business value to decision makers (C-suite, technical, product, finance).
• Plan engagement activities to build and maintain enterprise accounts and exceed revenue quotas.
• Follow up on leads, articulating strategic need and identity security value.
• Lead the complete sales cycle from lead generation to negotiation and close.
• Forecast pipeline and maintain Salesforce CRM for up-to-date views.
• Collaborate within Major Accounts and Palo Alto Networks ecosystem; drive go-to-market and marketing initiatives.
• Work with channel partners to extend sales and delivery reach.

Skills

Cybersecurity deals

Public Sector

Enterprise SaaS

Sales quotas

Finnish Public Sector

Identity security

PAM

IAM

Zero Trust

Compliance selling

Enterprise Architects

CISOs

AI tools

Channel partners

GSIs

MEDDPICC

Executive presence

Finnish & English

Travel 50%

Tools

Salesforce CRM

AI sales tools

Job description

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

IDIRA, a Palo Alto Networks Company, is a SaaS security business that always aims for sustainable growth. As a result of our continued growth, we’re expanding our teams. We’re looking for a Major Identity Account Manager to grow our Public Sector business in Finland. As a trusted advisor, you will help customers secure access across hybrid and cloud environments while enabling Zero Trust and digital transformation. You will lead complex sales cycles, orchestrate cross functional teams, and deliver Identity Security solutions in a way that creates lasting business impact at the enterprise level. This is a consultative, strategic sales role focused on outcomes, deep solution value, and collaborative influence across the Palo Alto Networks ecosystem. You will work with internal and external partners and leverage AI enabled sales tools to engage, influence, and win.

Your Impact

• Partner with the wider account team to develop territory and account plans for a set of named enterprise accounts in the Public Sector space.
• Develop deep knowledge of our products, map them to customer strategic imperatives, and articulate their business value to key decision makers including C suite, technical, product, and finance leadership.
• Plan engagement activities to build and maintain enterprise accounts that deliver long term benefits for our partners, advisors, and third parties while exceeding revenue quotas to grow our business.
• Follow up on incoming and self generated leads, confidently articulating the strategic need and methodologies around identity security and privileged access management.
• Lead the complete sales cycle, from lead generation and proof of technical/business value through to negotiation, contracting, and deal closure.
• Accurately forecast your pipeline and maintain systems such as Salesforce CRM to present an up to date view of your business.
• Operate effectively within the Major Accounts team and across the broader Palo Alto Networks ecosystem, while leading cross functional go to market and marketing initiatives.
• Work closely with channel partners to extend our sales and delivery reach.

Qualifications

• Proven track record of successfully closing complex, transformative enterprise deals in cybersecurity, enterprise SaaS, or hybrid models within Public Sector accounts.
• Proven track record of consistently meeting or exceeding sales quotas.
• Strong existing network of senior stakeholders within the Finnish Public Sector vertical.
• Deep familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance driven selling.
• Ability to hold technical conversations with stakeholders ranging from Enterprise Architects to CISOs, with a proven ability to convert business and technical use cases into solution opportunities.
• AI Savvy - able to leverage AI tools to support you in your role.
• Proactive hunter mindset with the drive to open doors in net new and existing accounts, leveraging the Palo Alto Networks customer base to identify and close Idira opportunities.
• Experience working with channel partners, cloud providers, and GSIs to co sell and accelerate go to market execution.
• Outcome oriented with strong commercial judgment, a quota ownership mindset, and mastery of sales methodologies such as MEDDPICC.
• Strong executive presence and influencing skills across all organizational levels.
• Full fluency in Finnish and English.
• Willingness to travel to customer sites up to 50 percent of the time, ideally based within commuting distance of our Helsinki office.

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 [e-mail].

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? No. Please note that we will not sponsor applicants for work visas for this position.