Account Manager - Identity Platform

About the company

Palo Alto Networks is focused on protecting the digital world through innovative cybersecurity solutions. The organisation combines bold thinking, technology, and impact-driven work, giving employees the chance to contribute to meaningful problems in a collaborative environment.

The company values Disruption, Collaboration, Execution, Integrity, and Inclusion, and it uses AI throughout its work to strengthen individual and team impact. Most teams work from the office full time, with flexibility available when needed to support fast decision-making, strong teamwork, and accurate execution.

Role overview

This role is for a strategic Account Manager to help expand the Identity and Security portfolio across private and public customers in New Zealand. The position is centered on driving new business as well as growing existing accounts, with a strong focus on identity security outcomes across hybrid and cloud environments.

The successful candidate will act as an identity security specialist for enterprise customers, helping organisations advance Zero Trust and digital transformation goals. This is a consultative and high-value sales role that involves complex deal management, cross-functional coordination, and collaboration with partners and internal specialists.

Key responsibilities

• Act as the subject matter expert for Identity Security and guide deal strategy for complex enterprise opportunities.
• Create and deliver a territory plan for New Zealand’s private and public sectors to generate upsell, cross-sell, and new acquisition opportunities.
• Coordinate multi-seller initiatives by aligning account strategy, solution positioning, and sales execution.
• Use established relationships across public sector accounts and partners, from executive leadership to operational stakeholders, to understand business requirements in depth.
• Explain identity security solutions in business terms that resonate with senior decision-makers and support CxO-level influence.
• Bring a strong understanding of public sector operating models, structures, processes, and financial frameworks.
• Work closely with product, sales engineering, and technical teams to develop customer strategies that support adoption, modernisation, and expansion.
• Identify identity security demand across large portfolios and influence opportunities across the wider product set.
• Use awareness of competitor strengths and weaknesses to strengthen positioning during the sales process.
• Build and manage collaboration with channel partners, global system integrators, hyperscalers, and alliance partners to broaden market reach and execution.

Requirements

• Proven history of finding, developing, and closing large-value deals in both private and public sector environments.
• At least 10 years of experience managing key accounts in quota-carrying B2B software sales, with a strong record of achieving or exceeding targets.
• Working knowledge of cybersecurity concepts such as identity security, PAM, IAM, Zero Trust, and compliance-led selling.
• A customer-focused mindset with a strong drive to win and deliver outcomes.
• Recognised by customers and the business as a strong expert in the relevant field.
• Highly organised and efficient, with the ability to sustain strong output while also maintaining excellent process and administrative discipline.
• Experience with CRM tools, preferably Salesforce.
• Strong presentation and communication skills.

About working here

This opportunity suits a seasoned cybersecurity sales professional with experience selling high-value solutions in a Software-as-a-Service environment. The role requires strong enterprise selling capability, consultative influence, and the ability to work across a complex ecosystem of internal and external stakeholders.

Additional information

The company is committed to reasonable accommodation for qualified individuals with disabilities or special needs. Candidates requiring support can contact accommodations@paloaltonetworks.com.

The employer is an equal opportunity organisation and considers all qualified applicants without discrimination based on protected characteristics, including age, ancestry, colour, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, disability, political affiliation, veteran status, race, religion, sex, pregnancy, sexual orientation, or other protected status.

All applicant information is kept confidential in line with EEO guidelines.

Visa sponsorship is not available for this position, so applicants requiring work authorisation support should note that sponsorship will not be provided.