Machine Identity Sales Specialist - Japan

Job description

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 Your CareerWorking together with the regional go-to-market teams and channel partners, you will be responsible for growing CyberArk's enterprise customer base within the critical Certificate Lifecycle Management (CLM) and Quantum Security space. You are the primary sales specialist managing all business development activities in the region, accountable for driving the adoption of CLM, crypto-agility, and next-generation quantum security solutions into large enterprise accounts. You are motivated by a hunger to solve complex cryptographic challenges and guide clients through the next era of machine identity protection. You develop trusted relationships from the operational level up to the C-suite, focusing on aligning future-proof cryptographic strategies with client roadmaps. This means you have a deep conceptual understanding of enterprise Public Key Infrastructure (PKI), and can decisively win against legacy infrastructure and manual processes. You feel empowered by PANW's industry-leading identity platforms—and you thrive in a fast-paced, collaborative, high-growth environment. Your ImpactGrowing the Business: Prospect and drive new business into existing accounts and target prospects, ensuring continuous development of a long-term pipeline to grow the CLM, crypto-agility, and quantum-ready portfolio. Balancing Strategy and Impact: developing a core understanding of unique business needs regarding PQC (Post-Quantum Cryptography) migration projects. Bridge the gap between commercial objectives and customer success. Must possess the strategic acumen to evaluate how every business initiative directly translates into measurable value for our customers. Cross-Functional & Partner Collaboration: Lead account strategy by working closely with internal GTM teams, Strategic Integrators (SIs), CLM consultants, and top advisory firms to build combined market momentum. Competitive Strategy: Pursue PAWN's market advantage by fiercely selling the business value of our certificate lifecycle management platform against legacy manual alternatives. Value Selling & Forecasting: Take full responsibility for complex, value-based B2B sales cycles (SaaS, Subscription, ELA), maintaining operational excellence and accurate forecasting within Salesforce. Market Leadership: Maintain up-to-date knowledge of emerging cryptographic trends, shifting compliance mandates, and evolving NIST post-quantum standards to guide client transitions. Qualifications Your Experience8+ years of quota-carrying enterprise sales experience with a proven track record of success in B2B software sales, specifically within the cybersecurity and network security domains. Business Model Proficiency with deep experience executing complex sales cycles utilizing SaaS, subscription, and Enterprise License Agreements (ELAs). Operational Excellence with strong organizational skills and process-driven discipline using CRM tools (Salesforce). High-energy, competitive mindset with excellent presentation and communication skills, and an over-achiever mentality. Add cybersecurity & network security experience Candidates with the following skills will have added advantage: Deep Domain Expertise selling digital identity management, enterprise PKI, or Certificate Lifecycle Management (CLM) platforms, PQC. Strong conceptual understanding of corporate cryptographic infrastructure, crypto-agility requirements, and enterprise readiness for Post-Quantum Cryptography (PQC) migrations. 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? No. Please note that we will not sponsor applicants for work visas for this position.