Strategic Account Executive / Transformation Specialis…

In this high-visibility, co-selling overlay role within the EMEA Transformation Office, you accelerate PAM targets across the region by partnering with Account Executives on key, complex opportunities. You help enterprise customers modernize legacy identity platforms with Idira, aligning privileged access controls and zero standing privilege with cloud adoption. You act as a regional Idira evangelist and deal orchestrator, mobilising cross-functional teams to drive impactful SaaS transformations. You engage senior stakeholders and lead strategic, multi-team initiatives that expand the PAM and identity security footprint.

• Drive strategic account and revenue growth with AEs to modernize PAM and expand SaaS across accounts
• Lead regional SaaS transformation and cross-sell initiatives with Solution Architects, CSMs, and Product Specialists
• Engage non-traditional stakeholders to secure new budget pools and expand use cases across parent companies and subsidiaries
• Identify opportunities for non-human identities and new identity-centric use cases
• Input into AE territory planning and ASRs, and manage strategy for nominated strategic accounts
• Support field AEs as a subject matter expert in modernization strategies and act as Modern PAM evangelist within EMEA
• Coordinate extended account teams through end-to-end sales cycles, including executives, pre-sales, partners, and CS
• Construct compelling solution narratives with Idira experts to win competitive deals
• Lead bi-weekly alignment meetings to monitor health, accelerate rollouts, and drive upsell/cross-sell pipelines
• Mobilize Idira experts to translate product strengths into strategic value propositions to customers

• Enterprise track record in closing complex cybersecurity or enterprise SaaS deals with quota ownership
• Proven ability to land Modern PAM expansion beyond 2% IT user base
• Strong commercial judgment and negotiation skills
• Deep identity security expertise (PAM, IAM, Zero Trust) and compliance-driven selling
• Experience co-selling with channel partners, hyperscalers, and GSIs
• Executive presence and ability to influence from technical teams to C-suite
• Curiosity and active listening to uncover strategic initiatives and pain points
• Collaborative, resilient, and coachable with a team-first mindset
• Familiarity with structured enterprise sales methodologies (e.g., MEDDPICC, Command of the Message)
• Experience using sales tools to manage pipeline (Salesforce, Clari, Gong, Demandbase)

• Executive presence
• Discovery and curiosity
• Team orientation
• Identity Security (PAM/IAM)
• Zero Trust architectures
• SaaS transformation