Strategic Account Executive – Transformation Specialist

🔥 1 hour ago

🌐 Netherlands, Belgium – Remote

🇳🇱 Netherlands – Remote 🇧🇪 Belgium – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Palo Alto Networks

WebsiteLinkedInAll Job Openings

10,000+ employees

🔒 Cybersecurity

🏢 Enterprise

💰 $1M Seed Round - Morta Security on 2013-02

Cybersecurity • Enterprise

Palo Alto Networks is a global cybersecurity company that provides AI-driven platforms, products, and services to protect networks, cloud workloads, endpoints, and applications. Its portfolio includes next-generation firewalls, SASE and Prisma Cloud (CNAPP) offerings, the Cortex security operations suite (XDR, XSOAR, XSIAM), and Unit 42 threat intelligence and incident response services. Palo Alto Networks helps enterprises secure AI deployments, automate SOC workflows, and prevent, detect, and respond to sophisticated threats across hybrid and multi-cloud environments.

📋 Description

• Partner directly with Account Executives on key sales motions to drive full portfolio sales and modernize PAM across account bases • Introduce Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users • Drive regional SaaS transformation and cross-sell initiatives with Solution Architects, Customer Success Managers, and Product Specialists • Identify and engage non-traditional stakeholders and build business justifications to secure new budget pools • Expand use cases and license consumption across parent companies, subsidiaries, and group entities • Identify opportunities involving non-human identities • Input into AE territory planning and quarterly business reviews/ASRs • Run strategy for a small number of nominated strategic and large accounts, co-designed with the AE through ASRs • Support and elevate field AEs in customer modernization strategies as a subject matter expert and strategic transformation lead • Champion global and regional PAM modernization programs across EMEA • Cultivate relationships with channel partners, global system integrators, cloud providers, and advisories • Lead and coordinate extended account teams through the end-to-end sales cycle • Engage C-level executives with strategic proposals, value propositions, and tailored presentations • Manage prospecting, pipeline development, opportunity forecasting, pricing negotiations, and contract execution • Conduct bi-weekly alignment meetings with territory AEs, Sales Engineers, and Professional Services Engineers • Mobilize technical experts to construct solution narratives and secure competitive wins

🎯 Requirements

• Proven success closing complex enterprise cybersecurity or enterprise SaaS software deals with a track record of quota ownership • Demonstrated ability to land Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users • Strong commercial acumen and negotiation skills • In-depth familiarity with identity security, Privileged Access Management (PAM), Identity & Access Management (IAM), Zero Trust architectures, and compliance-driven selling • Ability to translate technical environments and business use cases into strategic cybersecurity solution opportunities • Hands-on experience collaborating with channel partners, hyperscalers/cloud platforms, and GSIs to co-sell and accelerate go-to-market motions • Outstanding communication and influencing skills with the ability to engage stakeholders from technical teams to C-suite executives • Strong commercial curiosity and active listening skills to uncover hidden pain points and strategic initiatives • Highly collaborative, resilient, and coachable mindset with a focus on team-wide success • Proficiency in structured enterprise sales frameworks (e.g., MEDDPICC, Command of the Message) • Direct experience leveraging sales technology to optimize pipeline management and execution (e.g., Salesforce, Clari, Gong, Demandbase) • Must not require immigration sponsorship; the employer will not sponsor applicants for work visas for this position

🏖️ Benefits

• Reasonable accommodations for qualified individuals with a disability • Equal opportunity employment • Confidential handling of applicant information according to EEO guidelines