Senior Enterprise Account Exec - Remote

Palo Alto Networks; Detroit (MI); On-site; USD 264,000 - 363,000; Full time

Job summary

Palo Alto Networks is seeking a proven enterprise seller to continue capturing rapid market share in the Global Fortune 1000 across the Ohio Valley. The Senior Account Executive will drive new business with existing and net-new enterprise accounts and develop a hyper-growth plan.

This remote role collaborates with hybrid teams across geographies to solve big problems for customers and grow together with partners and services teams, targeting multi‑million deals.

Qualifications

• 5+ years of sales experience in SaaS B2B technology.
• C‑level B2B software sales experience.
• Experience closing 8+ figure deals.
• Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales).
• Experience managing complex sales cycles with multiple stakeholders.
• Discovery skills and ability to ask 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 MEDDPICC.
• Trained in Challenger Sale / Miller Heiman / Sandler / Value‑Selling Framework.
• Experience selling SaaS/Subscription/Cloud solutions.
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners.

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.
• Sell into IT and Business side C‑level engagements, positioning and proposals.
• Quarterback the extended team on opportunities including pre‑sales, partners, executive management, and customer success.
• Manage 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.
• Collaborate with Palo Alto Networks technical experts to provide a compelling product story.
• Cultivate and manage relationships with partners and alliances.

Skills

SaaS B2B technology

C‑Level B2B software sales

8+ figure deals

Discovery

Adaptability

MEDDPICC

Challenger/Miller Heiman/Sandler/Value

SaaS/Cloud solutions

Advisory/Channel/Ecosystem partners

Presentation/written/verbal skills

Business propositions

Education

Bachelor's degree or equivalent

Job description

Palo Alto Networks is seeking a proven enterprise seller to continue capturing rapid market share in the Global Fortune 1000 across the Ohio Valley. The Senior Account Executive will drive new business with existing and net-new enterprise accounts and develop a hyper-growth plan.

This remote role collaborates with hybrid teams across geographies to solve big problems for customers and grow together with partners and services teams, targeting multi‑million deals.