Solution Sales Specialist

Who you are

• 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

What the job involves

• 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
• 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

Benefits

• Healthcare: We value your health and provide options so you can choose what best supports your lifestyle and personal health goals. Various nationwide plans — including Blue Shield of California, Kaiser Permanente, Delta Dental, VSP, and more — are available to you and your family. Our providers offer the flexibility you want and the coverage you need
• Wellness: With a large on-site gym and daily, instructor-led exercise classes at HQ in Santa Clara, Palo Alto Networks actively supports employee fitness. Our juice bar, Gym & Juice, features fresh juice blends, a quick and nutritious option pre- or post-workout. And our ongoing wellness speaker series highlights the latest trends in health and wellness
• Development: Professional development is serious business at Palo Alto Networks, where the Talent Development team offers 25+ courses to help employees boost their careers and develop leadership capability
• Financial: Most roles are eligible for equity grants, and we now offer new hires a quarterly vesting schedule right away. We want you to be fairly compensated and rewarded as soon as you make an impact – on our team, that happens immediately! And because we consider every employee a stakeholder in our long-term success, we offer an Employee Stock Purchase Plan (ESPP) with a 24-month lookback. From life insurance to health savings accounts, we provide ways to help you protect and grow your wealth. Palo Alto Networks offers both traditional and Roth 401(k) options, along with a company match of 50% to a max annual amount of $1,000
• Time Off: In addition to paid corporate holidays, Flexible Time Off programs empower our employees to balance their work schedules with personal time off. We offer 12 weeks of full pay for medical leave and 6 weeks of full pay for parental leave. As a company with strong ties to the military and veterans, we also offer 26 weeks of full pay for military leave
• Perks: Our corporate discount program provides employees with significant discounts on merchandise, travel and entertainment. We offer many on-site perks at headquarters, including cafeterias, fuel service, dry cleaning service, EV charging stations, and a company store. We also provide complimentary drinks, fresh fruit, and snacks in break rooms across our campus to help everyone power through the day.

Life at Palo Alto Network