Senior Enterprise Account Executive- Ohio Valley
About Us
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. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have.
Our culture values trust, accountability, and shared success where your work truly matters. This role is remote, enabling collaboration across geographies to solve big problems, stay close to our customers, and grow together.
About the Role
Palo Alto Networks is seeking a proven enterprise seller to capture rapid market share in the Global Fortune 1000, covering strategic customer partners in the Ohio Valley region. The Senior Account Executive will sell our market-leading solutions by understanding client business needs and executing a hyper-growth business plan targeting existing enterprise customers. This role reports directly to the District Sales Manager.
Responsibilities
- Drive 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
- Sell into various stakeholders: IT and business-side C-level engagements, positioning, and proposal development
- Quarterback the extended team on opportunities, including pre-sales, partners, executive management, and customer success
- Manage all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, closing, and contract execution
- Conduct bi-weekly meetings with territory Sales Engineers and Professional Services Engineers to assess account status and expedite roll-out, upsell, and cross-sell processes
- Collaborate with Palo Alto Networks technical experts to articulate product strengths and capabilities to win deals
- Cultivate and manage relationships with partners and alliances
Qualifications
- 5+ years of SaaS B2B technology sales experience, including C-level engagements
- Experience closing 8+ figure deals
- Bachelor’s degree or equivalent work experience (5 years in cybersecurity B2B enterprise sales)
- Experience cultivating and controlling complex sales cycles across multiple enterprise stakeholders
- Strong discovery skills and ability to ask insightful questions
- Adaptability to a changing environment
- Privileged Access Management or Identity Access Management experience a plus
- Outstanding presentation, written, and verbal communication skills
- Knowledge and usage of MEDDPIC
- Trained in sales methodologies such as The Challenger Sale, Miller Heiman, Sandler, or Value-Selling Framework
- Experience selling SaaS/Subscription/Cloud solutions preferred
- Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
Pay
The compensation for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary plus commission target is expected to be in the range of $264,000.00 - $363,000/yr. The offered compensation may also include restricted stock units and a bonus.
Benefits
A description of our employee benefits may be found here.