Senior Identity Account Executive - OH Valley

Palo Alto Networks, Inc.; Detroit (MI); À distance; USD 272 000 - 374 000; Plein temps

Résumé du poste

Palo Alto Networks is seeking a proven enterprise seller to grow our market share within the Global Fortune 1000 and strategic partners in the Ohio Valley. The Senior Account Executive will understand client needs and execute a hyper-growth plan targeting existing customers and prospects.

You will report to the District Sales Manager and drive cross-functional collaboration across teams. Responsibilities include managing end-to-end sales cycles, engaging CIO/IT and business stakeholders, and

Qualifications

• 5+ years sales experience in SaaS B2B technology
• C-Level B2B software sales experience
• Experience closing 8+ figure deals
• Bachelor's degree or equivalent (5 years cybersecurity B2B enterprise sales)
• Experience cultivating and controlling complex sales cycles across multiple stakeholders
• 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 MEDDPICC
• Trained in Challenger, Miller Heiman, Sandler or Value-Selling
• Experience selling SaaS/Subscription/Cloud solutions
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners

Responsabilités

• Drive new business with existing and net new enterprise accounts
• Build and execute territory plans with QBRs
• Build and advance near-term and long-term qualified pipeline
• Engage IT and Business stakeholders including C-level
• Lead cross-functional team including pre-sales and partners
• Manage contact activity, pipeline development, forecasting, negotiating, pricing, and closing contracts
• Coordinate with Sales Engineers and Professional Services to accelerate deals
• Collaborate with Palo Alto Networks experts to articulate product strengths
• Cultivate relationships with partners and alliances

Connaissances

SaaS B2B sales

C-level sales experience

Negotiation

Discovery skills

Communication skills

MEDDPICC

Challenger Sale

Miller Heiman

Sandler

Value-Selling

Formation

Bachelor's degree or equivalent

Outils

CRM tools

Description du poste

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters.

Job Summary

Palo Alto Networks is seeking a proven enterprise seller that will continue to capture our rapid market share in the Global Fortune 1000 covering some of our most strategic customer partners in the Ohio Valley region. The Senior Account Executive will sell our market leadingsolutions by gaining a thorough understanding of the client’s business needs. A successful Senior Account Executive will be responsible for the formulation and execution of a hyper-growth business plan that targets existing enterprise customers as well as prospects. The Senior Account Executive will report directly to the District Sales Manager

What You Will Do

• Driving 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

Qualifications

• 5+ years sales experience: SaaS B2B technology
• (C-Level) B2B software sales experience
• Experience in closing 8+ figure deals
• Bachelors 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

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here (https://benefits.paloaltonetworks.com/) .

$272,000.00 - $374,000.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail] .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.