Principal Account Executive - Japan (Cybersecurity)

TL;DR

Principal Account Executive (Identity Security): Driving new business and expansion across enterprise customers in hybrid and cloud environments with an accent on Zero Trust implementation and digital transformation. Focus on leading complex sales cycles, orchestrating cross-functional teams, and delivering AI-powered identity security solutions for lasting business impact.

Location: Japan (hybrid)

Company

Global leader in identity security, a Palo Alto Networks company, providing AI-powered platform for privilege controls, threat prevention, and Zero Trust across identities.

What you will do

• Serve as Identity Security expert, influencing strategy and execution in complex enterprise deals.
• Drive new business and pipeline development in enterprise accounts to expand share of wallet.
• Lead multi-seller plays with cohesive positioning, solution sequencing, and joint account planning.
• Partner with product, SE, and technical specialists to shape customer strategies for adoption and expansion.
• Build trusted relationships from C-level to operational levels, understanding business needs deeply.
• Generate leads via seminars, conferences, and follow-ups; demonstrate solutions against competitors.
• Collaborate with ecosystem partners like distributors, VARs, SIs, and advisors.

Requirements

• Native Japanese and business-level English (read/write); conversational English preferred
• 5+ years quota-carrying B2B SaaS or IT solutions sales with track record in high-value deals.
• Experience developing and growing commercial to mid-market accounts.
• Self-driven, customer-centric, with executive presentation and seminar skills.
• Ability to coordinate influencers for identity security solution selection and implementation.
• Organized with high production levels; CRM experience (Salesforce preferred).

Culture & Benefits

• Collaborative environment leveraging AI-enabled sales tools.
• Focus on outcomes, solution value, and ecosystem influence.
• Opportunities for strategic sales in global enterprise settings.