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.

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