[Remote] Account Manager - SLED
Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a leader in cybersecurity, dedicated to protecting the digital way of life. They are seeking an Account Executive for State, Local, and Education (SLED) markets to drive new business and manage relationships with government and educational institutions. The role involves formulating and executing business plans, engaging with stakeholders, and collaborating with technical experts to win deals.
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 https://benefits.paloaltonetworks.com/.
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