דרושים Principal Account Executive Key Accounts - Melbourne Based ב-Cyberark ב-אוסטרליה

The CyberArk Account Executive (AE) will be part of a high performing cyber security sales team focused on the continued growth of the CyberArk ANZ client base. The AE will be responsible for selling the CyberArk Identity Security portfolio focused on Key Accounts in ANZ. In this role the AE will work with some of CyberArk’s most established existing accounts in the State Government patch. This is a great opportunity for a seasoned sales professional with a proven track record of high value solution selling in a Software-as-a-Service environment. You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.

• Identify prospective CyberArk clients within defined market segment

• Driving new business in existing enterprise accounts with continuous development of long-term pipeline to increase CyberArk's share of wallet.

• Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical.

• In-depth knowledge of customer's business model, organizational structures, business processes and financial structure.

• Demonstrate the ability to leverage CyberArk's portfolio of products and services to change the playing field against our competition.

• Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.

• Work with business partners in the wider eco-system of SI partners and advisory firms.

• Track record of success in identifying, cultivating and closing high value deals

• 8+ years of key accounts experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance

• SaaS, IAM or Cyber Security solution sales experience highly preferred

• Experience selling into State government is required and highly preferred if that expands into Higher Education and Healthcare

• Strong customer centricity and success oriented sales mentality

• Considered a knowledgeable expert in given field by company and customer

• Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce

• Excellent presentation/communication skills

We are seeking for proven sales performers to expand our customer base in the Identity and Security portfolio, focusing on selling Machine Identity Security (MIM) (previously named as Venafi's solution) into existing CyberArk accounts. You will be the sales member based in Sydney to manage all sales activities in the region by selling into complex and large customer environments and close collaboration with existing CyberArk Go-to-market teams (AE/SE/Services/Channels/Customer Success etc). You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.

• Prospecting and driving new business through MIM's solutions into existing CyberArk accounts, with continuous development of long-term pipeline to increase CyberArk's share of wallet into existing enterprise customers

• Strong collaboration with the Go-To-Market teams in the region

• Win against the competition selling the value of MIM’s platform.

• Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical on Machine Identity Management projects.

• Work with business partners in the wider eco-system of SI partners and advisory firms

• 8+ years of experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance

• Familiar and experience in selling subscription & cloud business

• Experience selling of Identity lifecycle management solutions, security experience is an added advantage

• Value sales experience selling Cloud Native or SaaS (Software as a Service) 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

• Having strong customer centricity and success-oriented sales mentality

• Experience leveraging Partners to build business.

• Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce

• Excellent presentation/communication skills

How you will stand out from the crowd:

• Prior sales success in a sales specialist environment

• Demonstrated commitment to continued learning and self-improvement

• Exhibits high energy, competitiveness, over-achiever, go-getter, desire to win as a team

With CyberArk being a market leading, innovative software company, the Customer Support Engineers are working to learn, develop, and progress within the IT Security world and CyberArk's global enterprise customers. As such, they have both breadth and depth of knowledge with the company's line of products covering Enterprise IT, Cloud, and the security world. They resolve customer technical issues through diligent research, reproduction and troubleshooting utilizing all the knowledge they have acquired. They have an eagerness to learn new technologies, take on new challenges, and drive key initiatives with the view to ensure the long-term success of CyberArk's customers and the company. CyberArk's Customer Support Engineers have excellent communication skills, and as well as supporting CyberArk's customers, look to support their colleagues and peers throughout the organization.

• Respond to customer inquiries and technical problems through web portal, live sessions, and telephone.
• Address customer business needs and technical issues through diligent research, reproduction, and troubleshooting while applying acquired knowledge.
• Document all technical inquiries. Develop and review content for knowledge sharing for both internal purposes and customer facing platforms.
• Work directly with other global support colleagues, security services, sales, operations, and administration to ensure the long-term success of our customers and the company.
• Develop a trusted advisor relationship with customers and executive sponsors to drive product adoption and serve as the primary point of contact during planning, deployment and expansion of the service.
• Demonstrate a strong understanding of large-scale information technology systems, security regulatory risk management and security vulnerabilities.
• Collaborate with internal R&D and Product Management teams on service usage, user experience, automation, and other topics, influencing the product roadmap
• Act as the voice of the customer and collect feedback to drive continuous improvement across all areas including product.
• Assist Privilege Cloud customers with service requests and technical issues.

• At least 4 years' experience in Technical Support or a position of similar nature in a software company.
• 2+ years of experience at a SaaS or security vendor in a consultancy or advisory role
• Candidates with more experience could be considered for a senior role.
• Strong technical troubleshooting skills and problem solving. Demonstrates the ability to think through situations outside the norm and develop appropriate solutions for isolating the root cause.
• Must have excellent communication skills and a passion for providing world-class service.
• Experience of directly supporting enterprise-level customers.
• Ability and desire to learn products and technologies.
• Must be able to work independently as well as with others, as part of a domestic and international team.
• Excellent time management, decision making, prioritization and organization skills.
• Thorough knowledge of Microsoft Windows server platforms with emphasis on Windows Servers administration, Active Directory, RDS and GPO in enterprise environments.
• 2+ years in Linux (RHEL,CentOS) system and network administration.
• Solid knowledge of major communication and authentication protocol.
• Advance knowledge on Linux webserver applications.
• Additional certifications of CyberArk Products, Cyber Security, AWS Cloud and or Azure platform will be considered an advantage.