Identity Account Executive- Montreal

Job summary

The Account Executive is responsible for driving revenue growth and customer acquisition within the Identity Security product portfolio. This includes managing end-to-end sales cycles, collaborating with channel partners, and aligning professional services to ensure successful customer implementation.

Job details

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 The Identity Account Executive (AE) / Identity Account Manager is responsible for driving revenue growth, customer acquisition, and expansion across the Identity Security product portfolio within an assigned territory. This role focuses on positioning enterprise privilege and identity management solutions, building strong channel partner relationships, navigating competitive displacements, and aligning professional services to ensure successful customer onboarding. Key Responsibilities 1. Revenue Generation & Territory Management Drive net new customer acquisition and account upsell within assigned territory accounts. Manage end-to-end sales cycles for primary product offerings, including Privileged Access Management (PAM), Endpoint Privilege Management (EPM), Identity/Idira Access, Secrets Management, and AI Security solutions. Expand adoption of add-on portfolios including Management & Trust (MIM, Quantum, NGTS) and recurring Success packages (Premium, Platinum, and Success Add-Ons). Execute strategic account plans to replace legacy market competitors (e.g., Delinea, BeyondTrust, Keeper) by demonstrating technical and commercial superiority. 2. Deal Strategy, Channel & Ecosystem Engagement Partner closely with key channel ecosystem partners (e.g., Insight Canada Inc) to deliver formal commercial quotes, handle deal registration, and drive co-sell opportunities. Leverage cloud marketplace channels (such as AWS Marketplace) to simplify purchasing frameworks and accelerate procurement timelines. Conduct discovery calls, solution deep-dives, and technical demonstrations alongside sales engineering teams. Formulate commercial strategies, managing conditional pricing and tactical discount approvals (e.g., Professional Services adjustments) to secure target close dates by key fiscal deadlines. 3. Professional Services Alignment & Scope Governance Position and integrate appropriate Professional Services packages into product sales, such as Jump Start Standard Edition or Workforce Password Management Jump Starts. Coordinate directly with Professional Services teams to review and issue formal Implementation Scoping Documents and Statements of Work (SOW). Secure formal customer sign-off and approval on project scope letters prior to engagement kickoff. Qualifications Professional Experience 5+ years of direct enterprise software sales experience within Identity Security, CyberArk/Idira ecosystems, Privileged Access Management (PAM), or Cloud Access Control. Proven track record of consistently meeting or exceeding $800k+ ACV annual quotas. Solid understanding of user directories, SSO, MFA, vault configurations, and zero standing privilege architecture. Skills & Core Competencies Channel & Marketplace Collaboration: Demonstrated success co-selling with national channel partners (Insight) and leveraging AWS Marketplace agreements. Competitive Execution: Tactical expertise in positioning core differentiators to displace competitors such as Delinea, BeyondTrust, and Keeper. Technical & Scoping Capability: Ability to translate technical customer requirements into structured solution proposals and professional services Jump Start deployments. Commercial Negotiation: Experience structuring complex multi-year subscriptions, managing discount approvals, and navigating enterprise procurement cycles. Compensation Disclosure The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $277,600.00 - $381,700.00/yr 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.

What you’ll do

The Account Executive is responsible for driving revenue growth and customer acquisition within the Identity Security product portfolio. This includes managing end-to-end sales cycles, collaborating with channel partners, and aligning professional services to ensure successful customer implementation.

Requirements

Candidates must have at least 5 years of enterprise software sales experience, specifically within identity security or privileged access management. A proven track record of meeting high annual sales quotas and strong technical proficiency in identity architecture are required.

Benefits

• Restricted stock units
• Bonus

Listed skills

• Territory Management · Preferred
• Account Management · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Enterprise software sales
• Identity security
• Privileged access management
• Cybersecurity
• Account management
• Channel partner management
• Cloud marketplace
• Sales strategy
• Commercial negotiation
• Technical demonstrations
• Solution architecture
• Professional services alignment
• Revenue generation
• Territory management
• Competitive displacement
• Management
• Governance
• Access Controls
• Procurement
• Innovation
• Amazon Web Services
• Revenue Growth
• Negotiation
• Accountability
• Sales
• AI Security
• Technology Ecosystems
• Cyber Security
• Enterprise Application Software
• Demonstration Skills
• Textiles
• Project Scoping
• Purchasing
• Registration
• Identity And Access Management
• Upselling
• Selling Techniques
• Project Portfolio Management
• Customer Acquisition Management
• Restricted Stock
• Single Sign-On (SSO)
• Privileged Access Management
• Sales Territory Management
• Sales Engineering
• Client Onboarding
• NextGen Enterprise Practice Management
• CyberArk
• Password Management

Job areas

• Sales
• Security & Safety
• Software
• Technology
• Account Executive
• Account Executive (General)
• Commercial Sales Representatives
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

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