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.
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
The Team
Idira, a Palo Alto Networks business unit formed after its landmark acquisition of CyberArk, is the global leader in AI-driven identity security and privileged access management (PAM). Evolving beyond legacy administrative platforms, Idira unifies PAM mastery with Palo Alto Networks' security infrastructure to protect the modern AI enterprise. Operating on a single control plane, the platform eliminates identity silos by continuously discovering environmental risk and enforcing Zero Standing Privilege (ZSP) across human users, machine workloads, and autonomous AI agents through dynamic, just-in-time access controls.
Key Responsibilities
•Lead the India Idira sales organization as the Regional Vice President by defining and executing the strategic vision to drive growth across the region.
•Partner cross-functionally with internal senior leaders, theater VPs, and technical solutions leadership to optimize go-to-market execution, driving alignment across India's complex, highly matrixed enterprise environment.
•Synthesize insights gathered from multiple enterprise customers in India to influence regional priorities, align sales districts to priority verticals and targeted accounts, and position Idira as a long-term strategic partner.
•Engage C-suite executives and internal senior leaders with a strong executive presence, maintaining composure and clarity to build trusted, strategic relationships at scale.
•Empower, mentor, and build a high-performing team of District Sales Managers (DSMs) across multiple regions in India, cultivating a culture of accountability, trust, autonomous decision-making, and continuous learning.
•Identify and execute tops-down Idira (AI-driven identity security and PAM) growth initiatives, ensuring consistent execution across the region while enabling specific district-level market opportunities.
•Enforce rigorous sales hygiene and operational discipline across districts (leveraging MEDDPICC-type methodologies) to ensure accurate forecasting, healthy pipelines, and consistent performance against bookings and revenue targets.
•Drive the adoption of full-suite platform selling—moving beyond single-product solutions to comprehensive identity and security architectures—by actively guiding sales teams through complex, multi-product enterprise deals.
•Distill and simplify complex technical concepts (such as Endpoint Privilege Manager [EPM] and Privileged Access Management [PAM]) and broad regional strategies into clear, actionable guidance that accelerates cross-functional alignment and execution.
•Balance an aggressive hunting motion to open doors into net-new 'Dark' accounts with a collaborative, relationship-driven style to drive upsells and renewals.
•Guide multiple districts through market or organizational shifts, demonstrating resilience and maintaining optimism to help teams overcome customer setbacks or lost opportunities.
Qualifications
Required Qualifications
•Significant leadership experience managing a quota-carrying sales team focused on platform selling; cybersecurity or identity management experience is highly preferred.
•A minimum of 2 years of proven second-line leadership experience (managing other sales leaders/managers).
•Extensive experience leading, developing, mentoring, and hiring top sales talent.
•Demonstrated success in value selling, solving complex business problems, and selling directly to C-suite and senior executive stakeholders.
•A track record of leading teams that sell a full suite of solutions (e.g., software/business applications vs. just hardware).
•Deep understanding of operational rigor, sales discipline, and structured sales processes.
•Strong domain experience in specialized "2nd line" models, with a background adjacent to or directly within the identity security, PAM, or broader cybersecurity landscape.
•Exceptional communication and soft skills, with the ability to articulate a strategic vision and mobilize cross-functional teams.
Preferred Qualifications
•Direct background and experience in Privileged Access Management (PAM) or Identity Security.
•Experience running and scaling sales teams across multiple segments or regions within India.
•An existing network of trusted relationships with key decision-makers and C-level executives within the Indian enterprise market.
•Familiarity with Palo Alto Networks' internal stakeholders and go-to-market strategies, allowing for a quick ramp-up.
Visa Sponsorship
Is role eligible for immigration sponsorship? No. The company will not sponsor applicants for work visas for this position.
