[Remote] Public Sector - Major Account Manager - Idira
Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is dedicated to protecting digital lives through innovative cybersecurity solutions. The Public Sector Account Manager for Idira will be responsible for driving new business and expansion across enterprise customers, focusing on Identity Security and Zero Trust solutions while collaborating with cross-functional teams to achieve strategic goals.
Responsibilities
- Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities
- Identify prospective clients within defined territory and market segments; drive new business in existing accounts with continuous development of long-term pipeline to increase Idira's share of wallet
- Lead and coordinate multi-seller plays - ensuring cohesive positioning, solution sequencing and joint account planning
- Partner with product, SE, and technical specialists to shape and deliver customer strategies - driving adoption, modernisation and expansion of Idira's solutions
- Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical
- Understand the competitive landscape and customer needs so you can effectively position Idira
- Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance leveraging insights to influence CxO-level decision
- Influence cross-portfolio demand by identifying and articulating Identity Security needs across large complex portfolios
Skills
- Experience working with Public Sector Accounts and customers
- 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
- 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
- Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution
- Outcome-oriented with strong commercial judgment and quota ownership mindset; understands sales methodologies such as MEDDPICC
- Strong executive presence and influencing skills across all customer levels
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