Principal Account Executive - Japan

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!

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.

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 CyberArk's 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 CyberArk’s 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 customer's 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 CyberArk's 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（VAR）、SI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

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  accommodations@paloaltonetworks.com.

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?: Yes