Major Identity Account Manager

IDIRA, a Palo Alto Networks Company, is a SaaS security business that always aims for sustainable growth. As a result of our continued growth, we’re expanding our teams. We’re looking for a Major Identity Account Manager to grow our Public Sector business in Finland. 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 Palo Alto Networks ecosystem. You will work with internal and external partners and leverage AI enabled sales tools to engage, influence, and win. Your Impact: Partner with the wider account team to develop territory and account plans for a set of named enterprise accounts in the Public Sector space. Develop deep knowledge of our products, map them to customer strategic imperatives, and articulate their business value to key decision makers including C suite, technical, product, and finance leadership. Plan engagement activities to build and maintain enterprise accounts that deliver long term benefits for our partners, advisors, and third parties while exceeding revenue quotas to grow our business. Follow up on incoming and self generated leads, confidently articulating the strategic need and methodologies around identity security and privileged access management. Lead the complete sales cycle, from lead generation and proof of technical/business value through to negotiation, contracting, and deal closure. Accurately forecast your pipeline and maintain systems such as Salesforce CRM to present an up to date view of your business. Operate effectively within the Major Accounts team and across the broader Palo Alto Networks ecosystem, while leading cross functional go to market and marketing initiatives. Work closely with channel partners to extend our sales and delivery reach. Qualifications Proven track record of successfully closing complex, transformative enterprise deals in cybersecurity, enterprise SaaS, or hybrid models within Public Sector accounts. Proven track record of consistently meeting or exceeding sales quotas. Strong existing network of senior stakeholders within the Finnish Public Sector vertical. Deep familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance driven selling. Ability to hold technical conversations with stakeholders ranging from Enterprise Architects to CISOs, with a proven ability to convert business and technical use cases into solution opportunities. AI Savvy - able to leverage AI tools to support you in your role. Proactive hunter mindset with the drive to open doors in net new and existing accounts, leveraging the Palo Alto Networks customer base to identify and close Idira 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, a quota ownership mindset, and mastery of sales methodologies such as MEDDPICC. Strong executive presence and influencing skills across all organizational levels. Full fluency in Finnish and English. Willingness to travel to customer sites up to 50 percent of the time, ideally based within commuting distance of our Helsinki office.

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