Workforce Identity Sales Specialist

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 Senior Solution Sales Specialist – Workforce, you will be a key driver in expanding our presence and impact across the region. Serving as a subject matter expert within a specialized overlay team, you will lead sales efforts for Identity & Access Management (IAM), Identity Governance & Administration (IGA), and Endpoint Security solutions. Your focus will be on identifying and advancing strategic opportunities, aligning technical capabilities with business needs, and engaging with decision-makers and channel partners. You will collaborate closely with account teams and technical specialists to deliver tailored solutions that address complex customer requirements.

Key Responsibilities:

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Opportunity & Account Management
- Take ownership of regional sales targets for Workforce solutions, including IAM, IGA, and Endpoint Security.

- Identify, qualify, and progress opportunities from discovery through to closure.

- Build and expand relationships across client organizations, including CISO/CIO and product leadership.

- Develop and deliver compelling, value-based business cases that clearly articulate ROI and align with customer-specific goals.

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Cross-Functional Collaboration
- Work closely with Solutions Engineers, Subject Matter Experts, and Professional Services to map architecture recommendations to business outcomes.

- Coordinate internal resources to ensure alignment and deliver a cohesive customer experience throughout the sales cycle.

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Channel Engagement
- Partner with resellers, system integrators, and channel partners to expand market reach.

- Drive partner enablement initiatives to increase channel-sourced pipeline, improve partner engagement, and accelerate sales cycles for IAM, IGA, and Endpoint Security solutions.

Qualifications

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Sales & Domain Expertise
- 10+ years of experience in cybersecurity or a related technology field, with hands-on expertise in IAM and IGA domains.

- Demonstrated track record of consistent quota attainment in strategic account management or overlay sales.

- Deep understanding of IAM, IGA, Endpoint Security, and cybersecurity best practices, especially within large enterprises operating in hybrid or cloud environments.

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Interpersonal Strengths
- Excellent communication skills, with the ability to convey technical value propositions to both technical and business stakeholders.

- Effective presenter, able to influence stakeholders at all organizational levels.

- Team-oriented, proactive, and adept at navigating matrixed environments.

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Sales Process Familiarity
- Experience with sales tools such as Salesforce, Gong, Clari, and Tableau.

- Familiarity with the MEDDPICC sales methodology and Command of the Message framewor