Remote Senior Machine Identity Sales Expert

Palo Alto Networks, Inc.; Chicago (IL); Remote; USD 272,000 - 374,000; Full time

Job summary

Palo Alto Networks is seeking a highly motivated Senior Sales Specialist based in the TOLA Region to drive new customer growth and ARR for our Identity and security solutions. You will partner with field teams, build compelling business cases, and manage strategic accounts across a dynamic, fast-growing market.

Ideal candidates have 10+ years in cybersecurity sales, strong presentation skills, and a track record of over $2M quota attainment, with willingness to travel up to 40% and collaborate

Qualifications

• Bachelor’s degree or equivalent experience.
• 10+ years prior sales experience in cybersecurity, identity, endpoint management, or related markets.
• Post Quantum expertise preferred
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota in excess of $2M.
• A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity.
• Ability to engage in a variety of account situations balancing strategic and tactical thought leadership.
• Strong presentation skills as well as the ability to build and present high-quality product overviews to both internal and external audiences.
• In-depth knowledge on Identity Security and Endpoint Security best practices and associated terminology and technology employed by large enterprises.
• In depth knowledge on Identity Security and Endpoint Security vendors and products and able to compare with NetSec products. An emphasis on endpoint vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
• Interaction with Product Management to articulate nonstandard / custom requirements based upon customer needs.
• Excellent oral and written communications skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Aptitude to understand customer needs, overcome objections, assist in the development of business use cases, and successfully positioning for technical wins.
• Ability to travel within assigned territory and other locations approximately 40% of time.

Responsibilities

• The ideal candidate must be self-motivated with a proven record of accomplishment in relevant vendor software sales or encompass knowledge of similar technologies.
• You must be comfortable in a dynamic atmosphere of a technical organization with a rapidly expanding customer base.
• You must possess strong presentation skills.
• You must be organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• You will establish and maintain customer relationships at the executive, business decisionmaker level including but not limited to CISO, CIO, and other executives responsible for Identity, IAM, security, risk, compliance, and operations.
• You will develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
• You will partner closely with Sales Account Teams, Solutions Engineers and Professional Services to align the technology architecture to the customer's desired business outcomes.
• Work closely with the Customer Success team to ensure successful product adoption and realization of the full value of Customer’s technology investment.
• Work with Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of Palo Alto Network's endpoint solution in the assigned geography.
• Improve Palo Alto Network's Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects and customers’ strategic initiatives but also broaden Palo Alto Networks product and solution capabilities.
• Drive account management responsibilities including solution creation, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.
• Be recognized internally as a subject-matter expert on Identity including how to best position against competitors in our market(s).
• Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.

Skills

Sales experience

Presentation skills

Strategic account management

Cross-functional collaboration

Strong communication

Travel willingness

Education

Bachelor’s degree or equivalent

Job description

Palo Alto Networks is seeking a highly motivated Senior Sales Specialist based in the TOLA Region to drive new customer growth and ARR for our Identity and security solutions. You will partner with field teams, build compelling business cases, and manage strategic accounts across a dynamic, fast-growing market.

Ideal candidates have 10+ years in cybersecurity sales, strong presentation skills, and a track record of over $2M quota attainment, with willingness to travel up to 40% and collaborate