Principal Account Executive, Machine Identity - India

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! 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.

Key Responsibilities Prospect and drive new business into existing CyberArk accounts and new prospects to build a long-term MIS pipeline. Collaborate closely with regional Go-To-Market teams to maximize market reach. Articulate the value of the MIM platform to win competitive sales opportunities. Establish trusted relationships with customers from the C-level to the operational level, aligning solutions to their unique business vertical needs. Partner with the wider ecosystem of Strategic Integrators (SI) and advisory firms to expand the business.

Key Requirements & Qualifications Sales Track Record: 8+ years of experience in quota-carrying B2B software sales with a demonstrated record of meeting or exceeding targets, or an equivalent combination of experience, education, and superior performance. Business Model Expertise: Familiarity and proven experience selling enterprise subscription, SaaS, ELA business models. Domain Expertise: Strong background selling digital identity management, enterprise Public Key Infrastructure (PKI), or Certificate Lifecycle Management (CLM) platforms. Deep conceptual understanding of corporate cryptographic infrastructure, crypto-agility requirements, and enterprise readiness for Post-Quantum Cryptography (PQC) migration. Value Selling Proficiency: Experience executing complex value-based sales cycles for cloud-native software architectures. Relationship Influence: Effectiveness in building high-impact relationships within client and prospect companies at any level (CXO, technical leader, Line of Business leader, etc.). Operational Excellence: Highly organized, efficient, and able to maintain a high level of productivity while demonstrating process and administrative excellence using a CRM system (preferably Salesforce). Core Competencies: Strong customer centricity, an evolution-oriented sales mentality, and excellent presentation/communication skills. How You Will Stand Out From the Crowd Prior sales success operating effectively as a technical overlay or sales specialist within a high-growth security segment. Demonstrated tech-savviness and a rapid ability to master emerging cryptographic trends, standards (e.g., NIST post-quantum algorithms), and changing certificate visibility mandates.   Exhibits high energy, competitiveness, an over-achiever mentality, and a strong desire to win as a cohesive team. 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