Enterprise Identity Account Manager

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.

• Full Sales Cycle & Forecasting: Own end-to-end sales processes from prospecting to close. Use structured frameworks (e.g., MEDDPICC) and tech tools (Salesforce, Clari, Gong) to maintain pipeline health, accurate forecasting, and hit quota.
• Consultative Selling: Lead with business insights and measurable value rather than feature pitching, matching Idira's platform capabilities to enterprise priorities.
• Executive Stakeholder Alignment: Build trust and long-term relationships across CxOs, security leaders, procurement, and technical teams to cultivate internal champions.
• Team & Ecosystem Orchestration: Direct deal strategy while collaborating with Solution Sales Specialists, channel partners, GSIs, and hyperscalers to expand account reach.
• Territory Planning: Build strategic account plans to identify whitespace, execute expansion strategies, and hit growth targets.
• AI Tools & Market Expertise: Utilize AI tools like Gong and Demandbase to increase sales velocity while staying ahead of cybersecurity market trends and competitor moves.

• Sales & Commercial Acumen: Proven track record of closing complex enterprise deals in cybersecurity or SaaS, growing new logos, expanding existing accounts, and consistently meeting quota.
• Domain Expertise: Solid understanding of identity security, PAM, IAM, Zero Trust, and compliance-driven selling, with the ability to map technical use cases to business value.
• Partner Ecosystem: Experience co-selling with channel partners, cloud providers, and GSIs to accelerate deal execution.
• Interpersonal Strengths: Strong executive presence, curiosity, and active listening skills with a collaborative and resilient mindset.
• Methodologies & Tools: Proficient in structured sales frameworks (MEDDPICC, Command of the Message) and modern sales stack tools (Salesforce, Clari, Gong, Demandbase).