Federal Identity Account Executive (Remote)

Tech Sales Jobs; Reston (VA); Remote; USD 272,000 - 374,000; Full time

Job summary

Idira, a PANW company, seeks an experienced Identity Account Executive to sell to the Federal Systems Integrator community, focusing on Identity access security in the government sector. The role emphasizes building executive-level relationships, direct federal sales, and driving closure of $100k+ deals.

The candidate will penetrate GSIs, manage a growing federal book, collaborate with VARs and internal teams, and travel 30-40% to support engagements across the United States.

Qualifications

• Bachelor's Degree required.
• 8+ years as an enterprise software sales executive working within the DoD, Civilian and GSI community - security experience is preferred.
• Track record of success in identifying, cultivating and closing $100k+ deals.
• Ability to conduct executive level presentations and 'issue oriented' educational seminars.
• Knowledge of Information Security is a plus.
• 30-40% travel.

Responsibilities

• Penetration of Named Federal System Integrators to identify and drive sales of the Idira portfolio with a focus on helping them meet CMMC 2.0 requirements.
• Targeting and penetrating at the C-level, Program office and practitioner/IT level of these organizations/agencies.
• Cultivating your own book of business in the Federal space.
• Maintain and establish identification and formalization of relationships with key partners and 3rd parties involved in advising and selling information security solutions to the GSI community.
• Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events.
• Efficiently work with inside sales and engineering counterparts throughout the sales process.
• Generate leads by scheduling and presenting in local seminars and trade shows.
• Follow up on incoming leads, schedule and present in remote or onsite meetings.
• Demonstrate the product’s capabilities and work with technical counterparts to present the architecture and answer any technical questions.
• Follow up continuously on all potential sales processes to advance them towards closing.
• Negotiate terms/pricing and close deals.

Skills

Enterprise software sales

DoD/Civilian/GSI experience

Executive level presentations

Closing $100k+ deals

Information Security knowledge

30-40% travel

Education

Bachelor's Degree

Job description

Idira, a PANW company, seeks an experienced Identity Account Executive to sell to the Federal Systems Integrator community, focusing on Identity access security in the government sector. The role emphasizes building executive-level relationships, direct federal sales, and driving closure of $100k+ deals.

The candidate will penetrate GSIs, manage a growing federal book, collaborate with VARs and internal teams, and travel 30-40% to support engagements across the United States.