Workforce Identity Sales Specialist - Central

Job Summary

As a Workforce Identity Sales Specialist, you will be a key driver in expanding our presence and impact across the region. Serving as a subject matter expert within a specialized overlay team, you will lead sales efforts for Identity & Access Management (IAM), Identity Governance & Administration (IGA), and Endpoint Security solutions. Your focus will be on identifying and advancing strategic opportunities, aligning technical capabilities with business needs, and engaging with decision-makers and channel partners. You will collaborate closely with account teams and technical specialists to deliver tailored solutions that address complex customer requirements.

Key Responsibilities

• Take ownership of regional sales targets for Workforce solutions, including IAM, IGA, and Endpoint Security.
• Identify, qualify, and progress opportunities from discovery through to closure.
• Build and expand relationships across client organizations, including CISO/CIO and product leadership.
• Develop and deliver compelling, value-based business cases that clearly articulate ROI and align with customer-specific goals.
• Cross-Functional Collaboration:
• Work closely with Solutions Engineers, Subject Matter Experts, and Professional Services to map architecture recommendations to business outcomes.
• Cook up internal resources to ensure alignment and deliver a cohesive customer experience throughout the sales cycle.
• Channel Engagement:
• Partner with resellers, system integrators, and channel partners to expand market reach.
• Drive partner enablement initiatives to increase channel-sourced pipeline, improve partner relationships.

Qualifications

• 5+ years of experience in cybersecurity or a related technology field, with hands-on expertise in IAM and IGA domains.
• Demonstrated track record of consistent quota attainment in strategic account management or overlay sales.
• Deep understanding of IAM, IGA, Endpoint Security, and cybersecurity best practices, especially within large enterprises operating in hybrid or cloud environments.
• Excellent communication skills, with the ability to convey technical value propositions to both technical and business stakeholders.
• Effective presenter, able to influence stakeholders at all organizational levels.
• Team-oriented, proactive, and adept at navigating matrixed environments.
• Experience with sales tools such as Salesforce, Gong, Clari, and Tableau.
• Familiarity with the MEDDPICC sales methodology and Command of the Message framework.

Travel Requirements

Willingness to travel up to 40% within the assigned region for customer meetings, partner engagements, and events.

Compensation Disclosure

The compensation offered 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 (for non-sales roles) or base salary + commission target (for sales/commissioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

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.

This role is not eligible for immigration sponsorship.

Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.