Public Sector - Major Account Manager - Idira

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 As a Public Sector Account Manager for Idira (Identity Security), you are responsible for driving new business and expansion across enterprise customers. As a trusted advisor, you will help customers secure access across hybrid and cloud environments, while enabling Zero Trust and digital transformation. You will lead complex sales cycles, orchestrate cross-functional teams, and deliver Identity Security solutions in a way that creates lasting business impact at the enterprise level. This is a consultative, strategic sales role, focused on outcomes, deep solution value and collaborative influence across the ecosystem. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win. Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities Identify prospective clients within defined territory and market segments; drive new business in existing accounts with continuous development of long-term pipeline to increase Idira's share of wallet Lead and coordinate multi-seller plays - ensuring cohesive positioning, solution sequencing and joint account planning Partner with product, SE, and technical specialists to shape and deliver customer strategies - driving adoption, modernisation and expansion of Idira's solutions Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical Understand the competitive landscape and customer needs so you can effectively position Idira Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance leveraging insights to influence CxO-level decision Influence cross-portfolio demand by identifying and articulating Identity Security needs across large complex portfolios Qualifications Experience working with Public Sector Accounts and customers Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS Demonstrated ability to grow new logos and expand within existing customers Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling Ability to understand business and technical use cases and convert them into solution opportunities Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution Outcome-oriented with strong commercial judgment and quota ownership mindset; understands sales methodologies such as MEDDPICC Strong executive presence and influencing skills across all customer levels 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.