Account Manager

Role Summary

We are seeking a high-performing, cybersecurity-focused Account Manager to oversee and grow our enterprise client portfolios utilizing Idira™, the Next-Generation Identity Security Platform by Palo Alto Networks. In this role, you will be the primary strategic partner for our customers, helping them secure their modern AI enterprise by moving away from legacy, fragmented IAM tools and adopting modern Privileged Access Management (PAM).

You will guide customers through maximizing their Idira deployment-ensuring they effectively discover identity risks, enforce Zero Standing Privilege (ZSP), and seamlessly govern human, machine, and autonomous AI agentic identities.

Responsibilities

• Client Relationship Management: Serve as the trusted strategic advisor to CISOs, IAM Directors, and Security Operations leaders, ensuring high retention and customer satisfaction across your Idira account portfolio.
• Revenue Growth & Expansion: Identify up-sell and cross-sell opportunities within existing accounts. Drive the adoption of advanced Idira modules, including Machine Identity Security, Secrets Management, and Agentic (AI) Identity protections.
• Migration & Value Realization: Partner closely with solutions architects to help existing legacy PAM or CyberArk SaaS customers seamlessly transition to and fully leverage Idira's next-generation cloud capabilities.
• Strategic Alignment: Work with customers to align their identity security initiatives with the Idira Identity Security Blueprint, helping them proactively map out risk reduction strategies against credential abuse and lateral movement.
• Contract & Renewal Management: Own the commercial lifecycle of your accounts, leading commercial negotiations for renewals, expansions, and true-ups.
• Cross-Functional Collaboration: Act as the voice of the customer by providing feedback to Palo Alto Networks product management, engineering, and support teams to continuously improve the Idira platform ecosystem.

Requirements

• Experience: 4+ years of experience in Account Management, Customer Success, or Enterprise Sales within the cybersecurity industry.
• Domain Expertise: Strong foundational knowledge of Identity and Access Management (IAM), Privileged Access Management (PAM), and cloud security concepts (e.g., Just-in-Time access, Least Privilege, Zero Trust architecture).
• Communication: Exceptional communication and presentation skills, with a proven ability to translate complex identity security risks into business value for C-suite executives.
• Sales Acumen: Demonstrated track record of meeting or exceeding renewal and expansion quotas in a SaaS-delivered software environment.
• Education: Bachelor's degree in Business, Computer Science, Cybersecurity, or a related field (or equivalent practical experience).

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.

About the Company

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.

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.