Senior Account Executive, Machine Identity- NJ/PA

Cyberark • Philadelphia, PA

106d • $105,000 - $145,000

About The Position

As a Senior Enterprise Account Executive supporting MIS, you'll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world. You will manage sales activities for potential in a defined territory and set of target accounts. Wield proven expertise in building relationships at the C-Level and technical teams, and sell complex solutions to large, complicated customer environments. The Senior Enterprise Account Executives collaborate with Sales Development, Solution Architects and Professional Services team as equal partners in the quest to land new customers. Account executives will also have a subset of accounts to cross sell and upsell. Account Executives will also work closely with their CyberArk counterparts to drive pipeline and work to land Venafi into all existing CyberArk accounts.

Requirements

• Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
• Experience selling SaaS/Subscription/Cloud software solutions
• History of quota attainment and overachievement
• Experience leveraging Partners to build business is a plus
• Value sales experience selling Cloud Native or SaaS products
• Effectiveness in building relationships within client and prospect companies at the CXO and technical level
• Demonstrated ability to adapt and evolve and onboard new ideas
• Use of modern selling tools
• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
• Discovery skills, asking insightful questions
• Adaptability to a changing environment
• Privileged Access Management or Identity Access Management or CodeSign experience a plus
• Ability to craft and articulate compelling business propositions
• Outstanding presentation, written and verbal communication skills
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
• Demonstrated commitment to continued learning and self-improvement
• Sales success in startup or midmarket environment
• Cybersecurity experience

Responsibilities

• Prospecting and winning new accounts targeted at large enterprises
• Collaborate with other team members in CyberArk's Sales, Support, and Services teams to foster a strong sense of community and information sharing
• Execute sales cycles following the CyberArk Playbook
• Win against the competition selling the value of CyberArk's platform
• Educate C-Level and technical teams, resulting in sponsorship on Machine Identity Security projects
• Build relationships with executive decision makers
• Build trust and credibility at multiple levels in target named accounts
• Represent CyberArk at local and/or industry events (as needed)
• Maintain accurate Salesforce CRM information
• Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
• Build and advance near-term and long-term qualified pipeline
• Selling into various stakeholders: IT side and Business side
• C-level engagements, positioning and proposal
• Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
• Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
• Perform consistently scheduled meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
• Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products' strengths and capabilities to win deals
• Cultivate and manage relationships with partners and alliances
• Travel as necessary to client locations

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Financial benefits
• Commissions or discretionary bonus based on performance

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Industry: Publishing Industries
• Education Level: Bachelor's degree