Account Executive - SLED

Job Summary

Palo Alto Networks - Idira is seeking a proven State, Local and Education (SLED) seller to capture our rapid market share in the Global Fortune 2000. The Account Executive – SLED will sell our market-leading solutions by gaining a thorough understanding of the client’s business needs. The successful candidate will formulate and execute a hyper-growth business plan that targets net new and existing territory accounts.

The role reports directly to the Director of Public Sector North American Sales.

• Drive new business from new and existing target accounts in State and Local Government Departments and Agencies, Higher Education and School Districts
• 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
• Engage C-level stakeholders, position solutions, and prepare proposals
• Coordinate the extended team on opportunities including pre-sales, partners, executive management, and customer success
• Manage all contact activities: prospecting, pipeline development, forecasting, negotiating, pricing, and closing contracts
• Hold bi‑weekly meetings with territory Sales Engineers and Professional Services Engineers to assess account status and accelerate roll‑out and upsell/cross‑sell processes
• Collaborate with Cyber Ark technical experts to deliver compelling product stories and win deals
• Cultivate and manage relationships with partners and alliances

• 8+ years of sales experience, including 4+ years in enterprise sales and 4+ years specifically in State, Local Government, and Education accounts
• (C‑Level) B2B software sales experience
• Experience closing 8+ figure deals
• Bachelor’s degree or equivalent work experience (5 years in cybersecurity B2B enterprise sales)
• Experience managing complex sales cycles and selling across multiple stakeholders within enterprise State and Local Government departments and agencies, higher education and school districts
• Excellent discovery skills and the ability to ask insightful questions
• Adaptability to a changing environment
• Privileged Access Management or Identity Access Management experience is a plus
• Ability to craft and articulate compelling business propositions
• Outstanding presentation, written and verbal communication skills
• Experience selling SaaS/Subscription/Cloud solutions preferred
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred

The compensation offered will depend on qualifications, experience, and work location. For qualified candidates, the base salary range for sales roles is $ – $ per year, potentially including restricted stock units and a bonus. Employee benefits details are available through the company internal portal.

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 accomm

Palo Alto Networks is an equal‑opportunity employer. We celebrate diversity 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. The role may require travel to company meetings and events and requires reliable transportation to meet that obligation.