Identity Account Executive - Federal 4th Estate​/Intel

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, a PANW company, is seeking an experienced, highly motivated sales professional to join our Federal Sales team. This position is responsible for selling to the Government System Integrator (FSI) community. The Identity Account Executive will sell our market leading

Identity access security solutions by gaining a thorough understanding of the client’s business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the region.

What you will do:

• Penetration of Named Federal System Integrators (GSI’s), to identify and drive sales of the entire Idira Portfolio with a focus on helping them meet CMMC 2.0 requirement
• Targeting and penetrating at the C-level, Program office and practitioner/IT level of these organizations/agencies
• Cultivating your own book of business in the Federal space
• Maintain and establish identification and formalization of relationships with key partners and 3rd parties involved in the advising and selling of information security solutions to the GSI community.
• Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events
• Efficiently work with inside sales and engineering counterparts throughout the sales process
• Generate leads by scheduling and presenting in local seminars and trade shows
• Follow up on incoming leads, schedule and present in remote or onsite meetings
• Demonstrate the product’s capabilities and work with technical counterpart to present the architecture and answer any technical questions
• Follow up continuously on all potential sales processes to advance them towards closing
• Negotiate terms/pricing and close deals

• Bachelor’s Degree
• 8+ years as an enterprise software sales executive working within the DoD,Civilian and GSI community - security experience is preferred
• Track record of success in identifying, cultivating and closing $100k+ deals
• Ability to conduct executive level presentations and ‘issue oriented’ educational seminars
• Knowledge of Information Security is a plus
• 30-40% travel

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…