Machine Identity Security Sales Specialist

Palo Alto Networks

. Drive new customer acquisition and customer growth for Palo Alto Networks’ Management and Trust solution portfolio, including Venafi and Quantum .

Posted 11/11/2026full-timeRemote • United StatesSeniorLead💰 $272,000 - $374,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving customer acquisition and growth within the cybersecurity and identity management sectors, with a strong focus on strategic account management and collaboration with sales teams. Proficient in presenting technical concepts and developing compelling business cases to meet customer needs and exceed sales quotas.

Highest-signal resume keywords

Cybersecurity Sales ExperienceStrategic Account ManagementIdentity Security KnowledgePresentation SkillsQuota Achievement

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentBusiness Case DevelopmentSolution ConfigurationRevenue RecognitionCustomer Needs AnalysisTechnical Solution PresentationNegotiation SkillsQuota ManagementIdentity ManagementEndpoint Management

Soft Skills

Communication SkillsCollaborationRelationship BuildingProblem SolvingLeadership

Tools & Technologies

Palo Alto Networks SolutionsVenafiQuantumIdentity SolutionsEndpoint Security Products

Industry Keywords

CISOCIOIAMRisk ManagementComplianceCybersecurityEnterprise TechnologiesStrategic SellingCustomer SuccessChannel Partnerships

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Drive new customer acquisition and customer growth for Palo Alto Networks’ Management and Trust solution portfolio, including Venafi and Quantum
Serve as the primary product and sales resource for the field sales force in the West Region
Establish and maintain executive-level customer relationships with CISOs, CIOs, and leaders responsible for Identity, IAM, security, risk, compliance, and operations
Develop and present compelling customer business cases, including cost, benefits, and risk drivers
Partner with Sales Account Teams, Solutions Engineers, and Professional Services to align technology architecture with customer outcomes
Work with Customer Success to drive product adoption and realization of customer technology investment value
Collaborate with channel partners, resellers, and systems integrators to penetrate new accounts and expand reach
Communicate customer requirements and use cases to improve Palo Alto Networks’ Identity solution portfolio
Manage solution creation, offering configuration, order issuance, service delivery, service management, and revenue recognition
Act as an internal subject-matter expert on Identity and competitive positioning
Identify, scope, negotiate, and close new sales opportunities to meet or exceed quota
Provide account plans and strategies to win new business with new and existing customers
Travel approximately 40% within the assigned territory and other locations

Requirements

What you’ll need

Bachelor’s degree or equivalent experience
8+ years prior sales experience in cybersecurity, identity, endpoint management, or related markets
Post Quantum expertise preferred
Demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota in excess of $2M
Demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity
Ability to balance strategic and tactical thought leadership in varied account situations
Strong presentation skills and ability to build and present high-quality product overviews
In-depth knowledge of Identity Security and Endpoint Security best practices, terminology, and enterprise technologies
In-depth knowledge of Identity Security and Endpoint Security vendors and products, with ability to compare them with NetSec products
Excellent oral and written communication skills
Ability to present technical concepts and product solutions to IT staff and business executives
Ability to understand customer needs, overcome objections, develop business use cases, and position for technical wins
Ability to travel within assigned territory and other locations approximately 40% of the time
No immigration sponsorship; applicants must not require work visa sponsorship
Valid driver’s license required if driving in connection with company business
Reliable transportation may be required for business meetings and events

Benefits

Comp & perks

Restricted stock units
Bonus
Employee benefits (description linked in posting)
Reasonable accommodations for qualified individuals with disabilities or special needs