Major Identity Account Manager (Idira)

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.

Job Summary

We are looking for a strategic, driven and well connected Account Manager to grow our customer base in the Identity Security (Idira, previously CyberArk) portfolio in Belgium and Luxembourg.

As a Major Identity Account Manager at Palo Alto Networks, you are responsible for driving new business and expansion across Private Sector key accounts and act as an Identity Security expert helping new and existing customers to secure access for humans, machines and AI agents across hybrid and cloud environments while enabling Zero Trust and digital transformation.

You will lead complex sales cycles, orchestrate cross-functional teams, and deliver Idira Identity Security solutions in a way that creates lasting business impact at the enterprise level. This is a consultative, strategic sales role — focused on outcomes, deep solution value and collaborative influence across the ecosystem. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.

This is a great opportunity for a seasoned cybersecurity sales professional with a proven track record of high value solution selling in a Software-as-a-Service environment.

• Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities.

• Develop and execute against a territory plan within the BeLux private sector to drive upsell, cross sell and acquisition opportunities.

• Lead and coordinate multi-seller plays - ensuring cohesive positioning, solution sequencing and joint account planning.

• Leverage on established and trusted relationships within the public sector customers and partners, from the C-level to the operational level, gaining a deep understanding of their unique business needs within their vertical.

• Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance leveraging insights to influence CxO-level decisions.

• In-depth knowledge of public sector’s model, organizational structures, business processes and financial structure.

• Partner with product, SE, and technical specialists to shape and deliver customer strategies - driving adoption, modernization and expansion of Idira’s solutions.

• Partner with Palo Alto Networks core sellers to initiate and shape new Idira opportunities and deliver a true cybersec platform.

• Influence cross-portfolio demand by identifying and articulating Identity Security needs across large complex portfolios.

• Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.

• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and execution.

Qualifications

Qualifications

• Track record of success in identifying, cultivating and closing high value Identity Security deals within the private sector.

• 10+ years of key accounts experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets.

• Familiarity with cybersecurity principles including identity security, PAM, IAM, IGA, ITDR, GRC, Zero Trust, and compliance-driven selling.

• Knowledge of EU/Regional industry specific legislation.

• Strong customer centricity and success oriented sales mentality.

• Considered a knowledgeable expert in given field by company and customer.

• Organized, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce.

• Excellent presentation/communication skills.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

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 us at  accommodations@paloaltonetworks.com.

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, 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. Please note that we will not sponsor applicants for work visas for this position.