Principal Account Executive Japan

Our Mission

At Palo Alto Networks were united by a shared missionto 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 youre ready to do the most meaningful work of your career alongside people who are just as passionate as you are youre 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!

Job Summary

As an Identity Security Principal Account Executive you are responsible for driving new business and expansion across enterprise customers and act as an Identity Security expert helping customers to secure access across hybrid and cloud environments while enabling Zero Trust and digital transformation. You will lead complex sales cycles orchestrate cross-functional teams and deliver Identity Security solutions in a way that creates lasting business impact at the enterprise level. This is a consultative strategic sales role focused on outcomes deep solution value and collaborative influence across the ecosystem. You will work with internal and external partners and leverage AI-enabled sales tools to engage influence and win.

• Serve as the go-to expert in Identity Security influencing strategy and deal execution across complex enterprise opportunities.

• Driving new business in enterprise accounts with continuous development of long-term pipeline to increase CyberArks share of wallet.

• Lead and coordinate multi-seller plays - ensuring cohesive positioning solution sequencing and joint account planning.

• Partner with product SE and technical specialists to shape and deliver customer strategies - driving adoption modernisation and expansion of CyberArks solutions.

• Identify prospective CyberArk clients within defined market segments.

• Establish a professional and trusted relationship with customers and prospects from the C-level to the operational level developing a core understanding of the unique business needs of the customer within their business vertical.

• In-depth knowledge of customers business model organizational structures business processes and financial structure.

• Generate leads by scheduling and presenting in local seminars and conferences.

• Follow up on incoming leads schedule and present in remote or onsite meetings.

• Demonstrate the ability to leverage CyberArks portfolio of products and services to change the playing field against our competition.

• Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.

• Work with business partners in the wider eco-system of distributors value-added resellers SI partners and advisory firms.

のアイデンティティセキュリティ アカウントエグゼクティブとしてエンタープライズ顧客における新規ビジネスおよび既存顧客への拡大を推進していただきますハイブリッドおよびクラウド環境全体におけるアクセスを安全に保護しゼロトラストおよびデジタルトランスフォーメーションを実現するためのアイデンティティセキュリティの専門家として顧客を支援します
複雑なセールスサイクルを主導し部門横断のチームを統率しながらエンタープライズレベルで持続的なビジネス価値を創出する形でのアイデンティティセキュリティ ソリューションを提供します本ポジションは成果重視高い付加価値を持つソリューション提案エコシステム全体との協業を軸としたコンサルティブかつ戦略的な営業職です社内外のパートナーと連携しAIを活用した営業ツールを駆使して顧客とのエンゲージメントを高め案件獲得を実現します

• アイデンティティセキュリティ分野の第一人者として複雑なエンタープライズ案件における戦略立案および案件推進に影響を与える
• エンタープライズアカウントにおける新規ビジネスの創出と長期的なパイプラインを継続的に構築しのシェアオブウォレットを拡大
• 複数の営業担当者によるセールス活動マルチセラープレイを主導調整し一貫したポジショニングソリューション展開アカウントプランニングを実行
• プロダクトSE技術スペシャリストと連携し顧客戦略の策定および実行を通じて導入促進モダナイゼーションソリューション拡張を推進
• 定義されたマーケットセグメントにおいてCyberArkの見込み顧客を特定
• Cレベルから現場担当者まで顧客および見込み顧客との信頼関係を構築し業界特有のビジネス課題やニーズを深く理解
• 顧客のビジネスモデル組織構造業務プロセス財務構造に関する深い理解
• ローカルのセミナーやカンファレンスでの登壇プレゼンテーションを通じたリード創出
• インバウンドリードへのフォローアップオンラインまたは対面での商談設定およびプレゼンテーションの実施
• CyberArkの製品サービスポートフォリオを活用し競合に対して優位性を確立できる提案力を発揮
• 主要競合の強み弱みを理解し営業プロセスにおいて戦略的に活用
• ディストリビューター付加価値再販業者VARSIパートナーアドバイザリーファームなど広範なパートナーエコシステムとの協業

#LI-RC1

#LI-HYBRID

Qualifications

• 5-10 years of experience in quota carrying B2B SaaS or software/hardware IT solution sales Track record of success in identifying cultivating and closing high value deals.
• Prior experience developing and growing accounts with commercial - mid markets.
• Track record of success in identifying cultivating and closing high value deals.
• Self-driven proactive and success-oriented with strong customer centricity. Able to maintain high activity levels and independently drive initiatives forward.
• Ability to conduct executive level presentations and issue oriented educational seminars.
• Demonstrated ability to coordinate navigate and motivate the range of internal and external influencers in enterprises to select and implement identity security solutions.
• Organized efficient and able to maintain high level of production while also demonstrating process and administrative excellence
• Additional point : experience using a CRM system is preferably Salesforce.
• Language skill
• Native Japanese business level English (read/write)
• Additional point : English conversation capability

• 5-10年のノルマ達成型B2B SaaSまたはソフトウェアハードウェアのITソリューション営業経験
  • 高額案件の発掘開拓クロージングに成功した実績
• 年商500億円以上の中堅企業エンタープライズ企業における顧客開拓および営業経験
• 高額案件の発掘開拓クロージングに成功した実績
• 自律的かつ主体的に行動し顧客志向が強く成功志向の営業マインドを有している
• 経営層向けのプレゼンテーションおよび課題解決型の教育セミナーを実施する能力
• アイデンティティセキュリティソリューションの選択と導入のために企業内外のさまざまな影響力を持つ人々を調整しナビゲートし動機付ける能力を有している
• 組織的かつ効率的で高い生産性を維持しながら優れたプロセス管理事務処理能力を発揮できるCRMシステムSalesforce尚可の使用経験があれば尚良い
• 流暢な日本語と英語の読み/書き英会話スキルがあれば尚良い

Our Commitment

Were trailblazers that dream big take risks and challenge cybersecuritys status quo. Its simple: we cant 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 .

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.