Major 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.

Job Summary

IDIRA, a Palo Alto Networks Company, is a SaaS security business that always aims for sustainable growth. As a Major Account Executive, you will work with enterprise-scale customers. Our Major Account Executives are always customer-facing and are expected to spend a large portion of their time building and maintaining meaningful relationships with new and existing enterprise clients. A Major Account Executive here at IDIRA will manage the whole sales cycle, working as a focal point for your team of Solution Engineers, Channel Account Managers, Customer Success Managers, Marketing experts and all the other supporting resources.

This Major Account Executive will be looking after Germany enterprise territory.

Responsibilities:

• Developing in collaboration with management territory plans for a defined set of accounts.

• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.

• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.

• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.

• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.

• Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.

• Operate in a team environment both within the Major Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.

• Work effectively with our multiple channel partners to extend our sales and delivery reach.

Qualifications

• You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises.

• You can relate IT to business objectives.

• Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.

• Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.

• Active network of contacts across the Enterprise customer ecosystem

• Fluent German & English 

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.