Federal Identity Account Executive — Remote

Palo Alto Networks; Yorktown (VA); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks is seeking an experienced sales professional to join our Federal Sales team. The Identity Account Executive will sell to Government System Integrators and gove rnment agencies, building trust with senior leaders and driving value through our identity access security solutions.

The role emphasizes targeted federal engagement, executive-level presentations, and the development of a strong book of business across the government space, with up to 30–40% travel and remote-friendly

Qualifications

• 8+ years as an enterprise software sales executive working within the DoD (Army), Civilian and GSI community - security experience is preferred
• Track record of success 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 (GSI's) to drive sales of the Idira Portfolio with a focus on meeting CMMC 2.0 requirements
• Targeting and penetrating at the C-level, Program office and practitioner/IT levels
• Cultivating a personal book of business in the Federal space
• Establishing and maintaining 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; coordinate mutual marketing events
• Collaborate with inside sales and engineering throughout the sales process
• Generate leads by scheduling and presenting at local seminars and trade shows
• Follow up on incoming leads, schedule and present in remote or onsite meetings
• Demonstrate product capabilities and coordinate with technical counterparts to address questions
• Nurture all potential sales processes toward closing
• Negotiate terms/pricing and close deals

Education

Bachelor’s Degree or equivalent sales experience

Job description

Palo Alto Networks is seeking an experienced sales professional to join our Federal Sales team. The Identity Account Executive will sell to Government System Integrators and gove rnment agencies, building trust with senior leaders and driving value through our identity access security solutions.

The role emphasizes targeted federal engagement, executive-level presentations, and the development of a strong book of business across the government space, with up to 30–40% travel and remote-friendly