Enterprise Identity Account Manager

Job description

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.

Role Overview

As a Enterprise Identity Account Manager Idira , you will drive new business and expand key enterprise accounts within your territory (Morocco and some of the French speaking Africa region). In this consultative, outcome-driven role, you will lead complex sales cycles, uncover customer pain points, and map them directly to Idira’s Identity Security platform. You will collaborate across internal teams, leverage AI sales tools, and build strategic partner relationships to win and expand revenue.

Key Responsibilities

Full Sales Cycle & Forecasting: Own end-to-end sales processes from prospecting to close. Use structured frameworks (e.g., MEDDPICC) and tech tools (Salesforce, Clari, Gong) to maintain pipeline health, accurate forecasting, and hit quota.

Consultative Selling

Lead with business insights and measurable value rather than feature pitching, matching Idira’s platform capabilities to enterprise priorities.

Executive Stakeholder Alignment

Build trust and long-term relationships across CxOs, security leaders, procurement, and technical teams to cultivate internal champions.

Team & Ecosystem Orchestration

Direct deal strategy while collaborating with Solution Sales Specialists, channel partners, GSIs, and hyperscalers to expand account reach.

Territory Planning

Build strategic account plans to identify whitespace, execute expansion strategies, and hit growth targets.

AI Tools & Market Expertise

Utilize AI tools like Gong and Demandbase to increase sales velocity while staying ahead of cybersecurity market trends and competitor moves.

Key Qualifications

Sales & Commercial Acumen: Proven track record of closing complex enterprise deals in cybersecurity or SaaS, growing new logos, expanding existing accounts, and consistently meeting quota.

Domain Expertise

Solid understanding of identity security, PAM, IAM, Zero Trust, and compliance-driven selling, with the ability to map technical use cases to business value.

Partner Ecosystem

Experience co-selling with channel partners, cloud providers, and GSIs to accelerate deal execution.

Interpersonal Strengths

Strong executive presence, curiosity, and active listening skills with a collaborative and resilient mindset.

Methodologies & Tools

Proficient in structured sales frameworks (MEDDPICC, Command of the Message) and modern sales stack tools (Salesforce, Clari, Gong, Demandbase). 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.