Identity Account Manager

Palo Alto Networks, Inc.; Wellington; On-site; NZD 90,000 - 120,000; Full time

Job summary

Palo Alto Networks, Inc. is seeking a strategic Account Manager to grow our Identity and Security portfolio in New Zealand, including government and private sector customers.

The ideal candidate will lead complex sales cycles, leverage cross-functional teams, and articulate Identity Security value to C-suite executives, with a track record in high-value software sales and a deep understanding of Zero Trust and IAM concepts.

Qualifications

• 10+ years of key accounts experience in quota-carrying B2B software sales.
• Familiarity with identity security concepts such as IAM, PAM, Zero Trust.
• Strong customer-centric and results-driven sales mindset.

Responsibilities

• Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities.
• Develop and execute against a territory plan within the New Zealand private and public sector to drive upsell, cross sell and acquisition opportunities.
• Lead and coordinate multi-seller plays - ensuring cohesive positioning, solution sequencing and joint account planning.
• Leverage established relationships within public sector customers and partners, from the C-level to the operational level, to understand their unique business needs within their vertical.
• Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance leveraging insights to influence CxO-level decisions.
• In-depth knowledge of public sector models, organizational structures, business processes and financial structures.
• Partner with product, SE, and technical specialists to shape and deliver customer strategies - driving adoption, modernisation and expansion of Idira’s solutions.
• Influence cross-portfolio demand by identifying and articulating Identity Security needs across large, complex portfolios.
• Know strengths and weaknesses of key competitors and use this knowledge to your advantage during a sales cycle.
• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and execution.

Skills

Key accounts management

Software sales

Identity Security

C-suite engagement

Public sector experience

CRM (Salesforce)

Tools

Salesforce

Job description

Overview

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 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

Note: We are considering candidates in both Auckland and Wellington.

We are looking for a strategic, driven and well connected Account Manager to grow our Private and Public customer base in the Identity and Security portfolio in New Zealand.

As an Identity Account Manager at Palo Alto Networks, you are responsible for driving new business and expansion across key customers within the government and private sectors and act as an Identity Security expert helping new and existing customers to 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 Idira 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 ecosystem. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.

This is a great opportunity for a seasoned cybersecurity sales professional with a proven track record of high value solution selling in a Software-as-a-Service environment.

Responsibilities

• Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities.
• Develop and execute against a territory plan within the New Zealand private and public sector to drive upsell, cross sell and acquisition opportunities.
• Lead and coordinate multi-seller plays - ensuring cohesive positioning, solution sequencing and joint account planning.
• Leverage established relationships within public sector customers and partners, from the C-level to the operational level, to understand their unique business needs within their vertical.
• Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance leveraging insights to influence CxO-level decisions.
• In-depth knowledge of public sector models, organizational structures, business processes and financial structures.
• Partner with product, SE, and technical specialists to shape and deliver customer strategies - driving adoption, modernisation and expansion of Idira’s solutions.
• Influence cross-portfolio demand by identifying and articulating Identity Security needs across large, complex portfolios.
• Know strengths and weaknesses of key competitors and use this knowledge to your advantage during a sales cycle.
• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and execution.

Qualifications

• Track record of success in identifying, cultivating and closing high value deals within both the private and public sector.
• 10+ years of key accounts experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets.
• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
• Strong customer centricity and success oriented sales mentality.
• Considered a knowledgeable expert in the given field by company and customer.
• Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce.
• Excellent presentation/communication skills.

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.