Major Identity Account Manager

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 Position Summary The Major Identity Account Manager is a strategic, high-impact sales role responsible for securing both human and machine identities across hybrid, cloud, and legacy environments within Italy’s major enterprise space. Operating under our unified Identity Security framework, this role focuses on helping organizations shift from fragmented legacy access tools to a modern, integrated platform centered on intelligent privilege controls and Zero Trust architecture. The ideal candidate is a consultative sales professional who excels at managing complex enterprise sales cycles, negotiating high-value framework agreements, and executing a robust partner-led go-to-market strategy. Key Responsibilities Strategic Account & Territory Growth: Lead, retain, and expand a dedicated portfolio of major enterprise accounts in Italy, managing the sales process from pipeline generation to close. Platform-First Solution Positioning: Educate C-level executives on the business value of a unified Identity Security platform, driving adoption across Privileged Access Management (PAM), Secrets Management, Workforce and Customer Access, and Machine Identity Security (MIS). Compliance-Driven Selling: Leverage regional regulatory drivers (such as NIS2 and DORA) to position security platform enhancements and compliance-aligned solutions (e.g., dedicated compliance bundles) to major enterprises. Channel and Ecosystem Collaboration: Work in close alignment with our local distribution network, GSI, and global alliances to accelerate pipeline velocity, extend market reach, and win new enterprise logos. Marketplace & Customer Adoption: Guide customers through modernizing their SaaS transitions, enabling frictionless self-service software updates, and optimizing tenant-based license delivery. Qualifications Qualifications & Key Requirements Enterprise Software Sales Experience: Proven, referenceable track record of managing and closing complex, multi-stakeholder enterprise software sales cycles within the Italian market. Domain Expertise: Strong foundational knowledge of Identity & Access Management (IAM), Privileged Access Management (PAM), Secrets Management, or Zero Trust architectural frameworks. Executive Presence: Demonstrated ability to engage, influence, and build long-term advisory relationships with C-level executives (CISO, CIO, CTO, and Risk Officers). Ecosystem Adeptness: Highly experienced in co-selling with global systems integrators, regional channel partners, and technology alliance partners. Strategic Planning: Strong territory planning, forecasting accuracy, and structured sales methodology execution. Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. 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 [email protected] . 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. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.