Federal Identity Solutions Account Executive (Remote)

Palo Alto Networks; United States; Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks is seeking a seasoned Federal Sales professional to expand our Government System Integrator portfolio. This role requires building senior-level relationships, understanding client IT initiatives, and delivering compelling business value for our identity security solutions.

You will develop a strategic book of business in the Federal market, collaborate with internal teams, and drive deals from prospecting to closing while traveling up to 30-40% as needed.

Qualifications

• Bachelor’s Degree or equivalent sales experience.
• 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 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

• Penetrate Named Federal System Integrators to drive sales of the Idira Portfolio, focusing on meeting CMMC 2.0 requirements.
• Target at the C-level, Program Office and practitioner/IT levels of agencies.
• Cultivate a personal book of Federal space business.
• Establish and manage relationships with key partners and 3rd parties involved in advising and selling information security solutions to the GSI community.
• Collaborate with local VARs to transfer knowledge and motivate their management and account executives; plan mutual marketing events.
• Coordinate with inside sales and engineering throughout the sales process to accelerate deals.
• Generate leads by scheduling and presenting in local seminars and trade shows.
• Follow up on inbound leads and conduct remote or onsite meetings.
• Demonstrate product capabilities and address technical questions with the engineering team.
• Advance sales processes toward closing and negotiate terms/pricing.

Skills

Enterprise software sales

DoD experience

Executive presentations

Education

Bachelor’s Degree or equivalent

Job description

Palo Alto Networks is seeking a seasoned Federal Sales professional to expand our Government System Integrator portfolio. This role requires building senior-level relationships, understanding client IT initiatives, and delivering compelling business value for our identity security solutions.

You will develop a strategic book of business in the Federal market, collaborate with internal teams, and drive deals from prospecting to closing while traveling up to 30-40% as needed.