Account Executive - SLED

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

Palo Alto Networks - Idira, is seeking a proven State, Local and Education (SLED) seller that will continue to capture our rapid market share in the Global Fortune 2000. The Account Executive – SLED will sell our market leading solutions by gaining a thorough understanding of the client’s business needs. A successful candidate will be responsible for the formulation and execution of a hyper-growth business plan that targets net new and existing territory accounts. The Account Executive – SLED will report directly to the Director of Public Sector North American Sales.
 
What you will do:

• Driving new business from new and existing target accounts in State and Local Government Departments and Agencies, Higher Education and School Districts

• Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)

• Build and advance near-term and long-term qualified pipeline

• Selling into various stakeholders: IT side and Business side

• C-level engagements, positioning and proposal

• Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success

• Management of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts

• Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes

• Collaborate with and engage the right CyberArk 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

 

Qualifications

What you need to succeed:

• 8+ years of sales experience: 4+ years in enterprise sales, 4+ years of which are specifically in State and Local Government and Education accounts in the assigned geography

• (C-Level) B2B software sales

• Experience in closing 8+ figure deals

• Bachelor’s degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)

• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise State and Local Government departments and agencies, higher education and school districts

• Discovery skills, asking 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

• Experience selling SaaS/Subscription/Cloud solutions preferred

• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. Fo