Regional Sales Manager - Idira

Overview

At Palo Alto Networks®, our mission is to protect the digital way of life by combining innovation and impact to solve real-world challenges with cutting‑edge technology. We value disruption, collaboration, execution, integrity, and inclusion and weave AI throughout our work to amplify impact.

Our hybrid teams collaborate across geographies, enabling remote roles that still provide impact and close customer relationships. You will thrive in a culture that values trust, accountability, and shared success.

As a Senior Enterprise Account Executive at Idira, you drive new business and expand existing accounts within your territory. You act as a trusted advisor, leading complex sales cycles, orchestrating cross‑functional teams, and delivering Idira’s Identity Security solutions to create lasting business impact for enterprise customers. This consultative sales role involves uncovering business problems, mapping them to Idira’s value, and driving outcomes through a strategic engagement approach.

• Lead end‑to‑end sales processes from prospecting and qualification to close, ensuring alignment with customer business outcomes and Idira's value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies such as MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and day‑to‑day operations.
• Understand customer priorities and translate Idira's platform into tangible business value and technical relevance, leading with insights rather than features.
• Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams; develop champions and foster account trust that supports long‑term growth and expansion.
• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co‑sell across Idira’s portfolio; take ownership of the deal strategy while leveraging specialist knowledge and support resources.
• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution; co‑create plans that support joint pipeline growth and account penetration.
• Own your territory strategy and build comprehensive account plans for key targets; identify whitespace, drive expansion, and ensure alignment with Idira's growth goals.
• Leverage AI‑enabled sales tools such as Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.
• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Idira as a strategic partner.

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS; demonstrated ability to grow new logos and expand within existing customers.
• Outcome‑oriented with strong commercial judgment and quota ownership mindset.
• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance‑driven selling; ability to translate business and technical use cases into solution opportunities.
• Experience working with channel partners, cloud providers, and GSIs to co‑sell and accelerate go‑to‑market execution.
• Strong executive presence and influencing skills across all customer levels; commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team‑based success.
• Skilled in sales methodologies such as MEDDPICC and Command of the Message; comfortable using…