[Remote] Senior Identity Account Executive - OH Valley

Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is seeking a Senior Account Executive to grow enterprise business among strategic customer partners in the Ohio Valley. The role develops and executes territory plans, builds pipeline, closes complex deals, and coordinates internal teams and partners to address customer needs.

Responsibilities

• Driving new business with existing and net new enterprise accounts
• 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 C-level engagements, positioning and proposal
• Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
• Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
• Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
• Collaborate with and engage the right Palo Alto Networks technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals
• Cultivate and manage relationships with partners and alliances

Skills

• 5+ years sales experience: SaaS B2B technology
• (C-Level) B2B software sales experience
• Experience in closing 8+ figure deals
• Bachelors degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
• Discovery skills, asking insightful questions
• Adaptability to a changing environment
• Ability to craft and articulate compelling business propositions
• Outstanding presentation, written and verbal communication skills
• Knowledge of and usage of MEDDPICC
• Trained in sales methodologies such as The Challenger Sale, Miller Heiman, Sandler or Value-Selling Framework
• Privileged Access Management or Identity Access Management experience a plus
• Experience selling SaaS/Subscription/Cloud solutions preferred
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred

Benefits

• This role is remote.

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