Enterprise Identity Account Executive

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.

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.

Idira, by Palo Alto Networks is seeking a proven identity 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 Tennessee region. The Identity Account Executive will sell our market leading solutions by gaining a thorough understanding of the client’s business needs. A successful Identity Account Executive will be responsible for the formulation and execution of a hyper‑growth business plan that targets existing enterprise customers.

The Identity Account Executive will report directly to the District Sales Manager.

• 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

• 5+ years of Enterprise 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…