Senior Enterprise Account Executive- Ohio Valley
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.
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. This remote role will sell our market-leading solutions by gaining a thorough understanding of clients’ business needs. The Senior Account Executive will report directly to the District Sales Manager and be responsible for formulating and executing a hyper-growth business plan targeting existing enterprise customers.
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, including IT and business-side C-level engagements; position and propose solutions
- 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 executing contracts
- Perform bi-weekly meetings with territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts and expedite roll-out, upsell, and cross-sale processes
- Collaborate with and engage 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
Requirements
- 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 of cybersecurity B2B enterprise sales)
- Experience cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
- Discovery skills and the ability to ask insightful questions
- Adaptability to a changing environment
- Privileged Access Management or Identity Access Management experience (a plus)
- Ability to craft and articulate compelling business propositions
- Outstanding presentation, written, and verbal communication skills
- Knowledge of 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 starting base salary (for non-sales roles) or base salary + commission target (for sales/commissioned roles) 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.