Strategic Account Executive / Transformation Specialist - EMEA

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 Strategic Transformation Specialist is a high-visibility, co-selling overlay role within the EMEA Transformation Office. Designed to accelerate Privileged Access Management (PAM) targets across the region, this position works directly alongside Account Executives (AEs) on customer-facing engagements with Idira’s largest EMEA accounts. In this role, you will lead the charge in helping enterprise organisations modernize their legacy identity platforms using Idira - aligning privileged access controls, zero standing privilege (ZSP), and machine identity strategies with cloud adoption and digital transformation. You will act as both a regional Idira evangelist and a deal orchestrator - mobilising cross-functional teams to drive high-impact SaaS transformations. Strategic Overview The Strategic Transformation Specialist accelerates Identity Security and Privileged Access Management (PAM) growth across EMEA strategic accounts. Operating as a co-selling overlay role, the specialist partners with Account Executives to modernize legacy identity infrastructure, expand SaaS footprint beyond traditional IT users, and orchestrate cross-functional deal teams to drive revenue expansion. Key Responsibilities Strategic Account & Revenue Growth (70%) Partner directly with AEs on key sales motions to drive full portfolio sales and modernize PAM across their account bases, acting as the primary driver for large, complex revenue opportunities. Your north star will be to introduce Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users. Drive regional SaaS transformation and cross-sell initiatives in tight alignment with Solution Architects, Customer Success Managers (CSMs), and Product Specialists. Identify and engage non-traditional stakeholders outside legacy PAM investment areas, building compelling business justifications to secure new budget pools. Expand use cases and license consumption across parent companies, subsidiaries, and group entities. Identify opportunities for new areas such as non-human identities. Input directly into AE territory planning, quarterly business reviews/ ASRs. You will be expected to run the strategy for a small number of nominated strategic/ large accounts in your region, strategy which you have co-designed with the AE through ASRs Field Sales Enablement & Program Advocacy (30%) Support and elevate field AEs in their customer modernization strategies, serving as a subject matter expert and strategic transformation lead. Champion global and regional PAM modernization programs, acting as a high-visibility Modern PAM evangelist across the EMEA region. Cultivate strategic relationships with channel partners, global system integrators (GSIs), cloud providers, and advisories to align with enterprise customer investment agendas. Deal Quarterbacking & Opportunity Management Lead and coordinate extended account teams—including Pre-Sales, Partners, Executive Management, and Customer Success—throughout the end-to-end sales cycle. Engage C-level executives with strategic proposals, value propositions, and tailored presentations. Manage prospecting, pipeline development, opportunity forecasting, pricing negotiations, and contract execution. Conduct bi-weekly alignment meetings with territory AEs, Sales Engineers and Professional Services Engineers to monitor account health, accelerate rollouts, and drive upsell/cross-sell pipeline. Mobilize Idira technical experts to construct compelling solution narratives that showcase product strengths and secure competitive wins. Qualifications Sales & Commercial Acumen Enterprise Track Record: Proven success closing complex enterprise cybersecurity or enterprise SaaS software deals with a track record of quota ownership. Account Expansion: Demonstrated ability to land Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users Commercial Judgment: Outcome-oriented mindset with strong commercial acumen and negotiation skills. Domain Expertise Identity Security Focus: In-depth familiarity with identity security, Privileged Access Management (PAM), Identity & Access Management (IAM), Zero Trust architectures, and compliance-driven selling. Solution Translation: Ability to translate technical environments and business use cases into strategic cybersecurity solution opportunities. Channel & Ecosystem Engagement Co-Selling Experience: Hands-on experience collaborating with channel partners, hyperscalers/cloud platforms, and GSIs to co-sell and accelerate go-to-market motions. Leadership & Interpersonal Strengths Executive Presence: Outstanding communication and influencing skills with the ability to engage stakeholders from technical teams to C-suite executives. Discovery & Curiosity: Strong commercial curiosity and active listening skills to uncover hidden pain points and strategic initiatives. Team Orientation: Highly collaborative, resilient, and coachable mindset with a focus on team-wide success. Methodologies & Sales Tech Stack Sales Methodologies: Proficiency in structured enterprise sales frameworks (e.g., MEDDPICC, Command of the Message). Tooling: Direct experience leveraging sales technology to optimize pipeline management and execution (e.g., Salesforce, Clari, Gong, Demandbase). 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 . 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.