[Remote] Account Executive - SLED
Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a leading cybersecurity company dedicated to protecting the digital way of life. They are seeking an Account Executive - SLED to drive new business in State and Local Government Departments and Education sectors, focusing on building and executing territory plans while managing relationships with various stakeholders.
Responsibilities
- 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
Skills
- 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
- Ability to craft and articulate compelling business propositions
- Outstanding presentation, written and verbal communication skills
- Privileged Access Management or Identity Access Management experience a plus
- Experience selling SaaS/Subscription/Cloud solutions preferred
- Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
Benefits
- The offered compensation may also include restricted stock units and a bonus.
- A description of our employee benefits may be found here.
Company Overview