Identity & IAM Enterprise Executive (Remote)

Tech Sales Jobs; Charlotte (NC); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks is seeking an experienced Identity Account Executive to drive new business with enterprise accounts across the Carolinas. You will lead multi-stakeholder deals, articulate compelling business cases, and coordinate with pre‑sales, partners, and customer success to close high‑value opportunities.

Remote role with field coverage in the Carolinas; 5+ years in SaaS/B2B sales, MEDDPICC proficiency, and a track record of 8‑figure closures are preferred.

Qualifications

• 5+ years of Enterprise sales experience: SaaS B2B technology.
• (C-Level) B2B software sales experience.
• Experience in closing 8+ figure deals.
• Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales).
• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations.
• Discovery skills, asking insightful questions.
• Adaptability to a changing environment.
• Privileged Access Management or Identity Access Management experience a plus.
• Ability to craft and articulate compelling business propositions.
• Outstanding presentation, written and verbal communication skills.
• Knowledge of and usage of MEDDPICC.
• Trained in sales methodologies such as The Challenger Sale, Miller Heiman, Sandler or Value-Selling Framework.
• Experience selling SaaS/Subscription/Cloud solutions preferred.
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred.

Responsibilities

• Drive new business with existing and net new enterprise accounts.
• Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs).
• Build and advance near-term and long-term qualified pipeline.
• Selling into various stakeholders: IT side and Business side C-level engagements, positioning and proposal.
• Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success.
• Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts.
• Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes.
• Collaborate with and engage the right Palo Alto Networks technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
• Cultivate and manage relationships with partners and alliances.

Skills

Enterprise sales

C-Level sales

MEDDPICC

Challenger/Miller Heiman/Sandler

SaaS/B2B sales

Education

Bachelor's degree

Job description

Palo Alto Networks is seeking an experienced Identity Account Executive to drive new business with enterprise accounts across the Carolinas. You will lead multi-stakeholder deals, articulate compelling business cases, and coordinate with pre‑sales, partners, and customer success to close high‑value opportunities.

Remote role with field coverage in the Carolinas; 5+ years in SaaS/B2B sales, MEDDPICC proficiency, and a track record of 8‑figure closures are preferred.