Palo Alto Networks · Toronto
Sales & Businessposted 4w ago
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!
We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.Job Summary
CyberArk (with the acquisition of Venafi in 2024) is the leader in Machine Identity Management and serves hundreds of global companies, protecting their business through the deployment of its technologies. We offer a unique and comprehensive approach of identities (humans and machines) to their customers, simplifying and expanding governance and controls, accelerating crypto agility acquisition and reducing risk exposure.
As a Machine Identity Management (MIM) Solution Sales Specialist, you’ll play a vital role in the success of Palo Alto’s crypto solutions and Business Unit. This is a hybrid role specifically selling the full suite of our MIM software platform and associated professional services to enterprise customers.
You will be responsible for the new customer acquisition and customer growth of crypto Solutions in France as a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the extended Palo Alto account teams in your territory for prospecting, qualifying, and closing the created opportunities for Palo Alto Networks.
Responsibilities:
Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities in order to meet and exceed established sales quota.
Leverage all internal/external resources to build 3X Pipe using MEDDPIC methodology.
Provide comprehensive opportunity plans and strategies to win new business with new and existing customers.
As a central asset of our organization driving MIM sales you will articulate your efforts and strategy leveraging the other profiles and teams at your disposal such as pre sales and post sales teams, Field marketing operations, Product Management or Channel.
Establish and maintain customer relationships at the executive, business decision-maker level including but not limited to CISO, CIO, and other executives responsible for identity management, security, risk, compliance, and governance.
Develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
Promote CyberArk’s Machine Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects’ and customers’ strategic initiatives but also broaden Palo Alto product and solution capabilities.
Drive account management responsibilities including solution improvement, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.
Qualifications
Ideally, you have 7+ years of prior sales experience in cybersecurity, identity access management, Cryptography, or related markets, in France and for the enterprise or public sector.
A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota
A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity and leadership in the sale cycle management.
A mastering of complex solution-selling technics, methodology and strategy will be a key success factor
Excellent oral and written communication skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
Ability to travel within assigned territory and other locations approximately 20% of the time.
Bachelor’s degree or equivalent experience
Proficiency in English and French
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 accommodations@paloaltonetworks.com.
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.