Principal Account Executive - Idira Job at Palo Alto Networks (Paris)

Job Description

As a Principal Account Executive for Idira (Identity Security), you will be the primary strategic and commercial point of contact for our most valuable public institutional clients (Ministries, Local Authorities, Gov...). 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.

Job Responsibility

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
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

Requirements

Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS and/or hybrid models
Strong understanding of French public procurement rules (Code des marchés publics) and complex institutional decision-making processes
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
Proficiency in French and English language skills

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Principal Account Executive - Idira

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