Strategic Account Executive - ROA

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!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

Role Overview: As an Identity Security Account Manager at Idira by Palo Alto Networks, you are responsible for driving new business and expansion across enterprise customers and act as an Identity Security expert helping customers to secure access 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.

Key Responsibilities

Accelerate Identity Security Expertise & Influence 

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

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

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

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

• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position PANW as a strategic partner.

Execute Identity Security Sales Opportunities 

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

• Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.

• Leverage company approved tools like to extract insights, personalize outreach, and increase sales productivity.

Work Across the Ecosystem

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

Qualifications

Domain Expertise:

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

• Ability to understand business and technical use cases and convert them into solution opportunities.

• Sales and Commercial Acumen:

• 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.

Channel and Ecosystem Experience:

• Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths:

• 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.

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.

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