Principal Account Executive, Machine Identity - India

Palo Alto Networks; New Delhi; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Palo Alto Networks is seeking an accomplished enterprise software sales professional to drive new business, expand existing accounts, and build a long-term MIS pipeline. The role emphasizes value-based selling, cross-functional collaboration, and strong client relationships across levels from CXO to operations.

Required is a track record of meeting or exceeding targets in B2B software sales, with familiarity in enterprise subscription/ELA models and PKI/crypto domain knowledge.

Qualifications

• 8+ years of quota-carving B2B software sales experience or equivalent performance.
• Familiarity with enterprise subscription, SaaS, ELA models.
• Background selling digital identity management, PKI, or CLM platforms.

Responsibilities

• Prospect and drive new business into existing accounts and new prospects to build a long-term MIS pipeline.
• Collaborate with regional Go-To-Market teams to maximize market reach.
• Articulate the value of the MIM platform to win opportunities.
• Establish trusted relationships across CXO to operational levels; align solutions to business needs.
• Partner with SI and advisory firms to expand the business.

Skills

Sales track record

Enterprise SaaS

PKI/crypto knowledge

Value selling

Relationship building

CRM proficiency

Communication skills

Tools

Salesforce

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.

Key Responsibilities

• Prospect and drive new business into existing CyberArk accounts and new prospects to build a long-term MIS pipeline.
• Collaborate closely with regional Go-To-Market teams to maximize market reach.
• Articulate the value of the MIM platform to win competitive sales opportunities.
• Establish trusted relationships with customers from the C-level to the operational level, aligning solutions to their unique business vertical needs.
• Partner with the wider ecosystem of Strategic Integrators (SI) and advisory firms to expand the business.

Key Requirements & Qualifications

• Sales Track Record: 8+ years of experience in quota-carving B2B software sales with a demonstrated record of meeting or exceeding targets, or an equivalent combination of experience, education, and superior performance.
• Business Model Expertise: Familiarity and proven experience selling enterprise subscription, SaaS, ELA business models.
• Domain Expertise: Strong background selling digital identity management, enterprise Public Key Infrastructure (PKI), or Certificate Lifecycle Management (CLM) platforms. Deep conceptual understanding of corporate cryptographic infrastructure, crypto-agility requirements, and enterprise readiness for Post-Quantum Cryptography (PQC) migration.
• Value Selling Proficiency: Experience executing complex value-based sales cycles for cloud-native software architectures.
• Relationship Influence: Effectiveness in building high-impact relationships within client and prospect companies at any level (CXO, technical leader, Line of Business leader, etc.).
• Operational Excellence: Highly organized, efficient, and able to maintain a high level of productivity while demonstrating process and administrative excellence using a CRM system (preferably Salesforce).
• Core Competencies: Strong customer centricity, an evolution-oriented sales mentality, and excellent presentation/communication skills.

How You Will Stand Out From The Crowd

• Prior sales success operating effectively as a technical overlay or sales specialist within a high-growth security segment.
• Demonstrated tech-savviness and a rapid ability to master emerging cryptographic trends, standards (e.g., NIST post-quantum algorithms), and changing certificate visibility mandates.
• Exhibits high energy, competitiveness, an over-achiever mentality, and a strong desire to win as a cohesive 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 [e-mail].

Diversity and Inclusion

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.

Immigration Sponsorship

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.