דרושים Enterprise Account Executive - Retail M/w/d ב-Cyberark ב-Indonesia

Ownership of Full Sales Cycle & Forecasting:

• Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk’s value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.

Deliver Business Outcomes Through Consultative Selling:

• Understand customer priorities and translate CyberArk’s platform into tangible business value and technical relevance.
• Lead with insights, not features—this is a solution-led, outcome-driven role.

Build Executive and Multi-Level Relationships:

• Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
• Develop champions and foster account trust that supports long-term growth and expansion.

Orchestrate the Broader Sales Team:

• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across CyberArk’s portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

Work Across the Ecosystem:

• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
• Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.

Territory Planning and Execution:

• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace, drive expansion, and ensure alignment with CyberArk’s growth goals.

Use of AI-Enabled Sales Tools:

• Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

Market Insight and Domain Knowledge:

• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner.

Sales and Commercial Acumen:

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome-oriented with strong commercial judgment and quota ownership mindset.

Domain Expertise:

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

Channel and Ecosystem Experience:

• Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths:

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team-based success.

Sales Process and Tool Familiarity:

• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.

CyberArk is actively seeking an accomplished and dynamic R&D Team Lead to Lead our platform for Data & AI. In this role, you will be responsible for several innovative SaaS focused services. You will have the responsibility of overseeing a group of skilled software engineers. Your role involves guiding them in the development of innovative solutions, fostering advancements in data processing, analysis, and AI by leveraging state-of-the-art serverless technologies on the AWS platform. As part of your role, you will be collaborating with security architects, product managers, and other development teams, collectively working towards the creation of sophisticated and secure platforms that adhere to the highest security standards.

We are seeking an energetic and versatile individual to join our team and contribute to the achievement of our objectives. In this capacity, you will provide leadership and direction to a team proficient in AWS serverless architecture, AWS CDK, and Python. This team is responsible for designing, developing, testing, securing, and deploying services throughout the entire lifecycle, from planning to production

• Overseeing a group of skilled engineers
• Producing valuable and qualitative content for our customers in a timely fashion
• Maintaining services in production environment
• Professional growth of the team members
• Recruiting and training new team members
• Working with different groups and focal points in the organization
• Defining improvement goals for the team and leading the team to achieve the goals
• Maintaining our culture
• Deep knowledge of our products and how customers use them
• Working hand-in-hand with Architects, Product Managers, Product Owners and the team to deliver features from requirements to production
• Passionate about code design, high-quality code and code reviews, optimizing, and challenging the status quo

What you need to succeed

• ​3 + years’ hands-on experience leading development of highly-scalable SaaS complex applications

• 5+ years of experience in Python/Go/Java/C#/C++ (Python is a definite advantage)

• 2+ years of experience with AWS cloud platform

• Experience with Agile, CI/CD based development
• Proactive, highly motivated individual with a high work ethic and goal-oriented approach
• Capable and courageous enough to deep dive into complex areas in the system, analyse them, suggest solutions, and make necessary changes
• Excellent communication and presentation skills
• Bachelor’s Degree in Computer Science or Engineering related field / technology Elite unit alumni with relevant experience
• Passionate about code design, high-quality code, and code reviews, optimizing and challenging the status quo.
• Proactive by nature; internal drive for excellence and improvement
• Good communication skills, fluent in English, good writing skills
• Autodidact, like to learn new things and share with the team

How will you stand out from the crowd:

• Experience in enterprise scale application development in cloud/SaaS environment (AWS serverless architecture is a definite advantage)

• Experience with AWS and server-less solutions

• Solid understanding of design patterns and best practices.

Responsibilities

• Lead complex enterprise-level analyses that support CyberArk’s operating plan and strategic initiatives.
• Build and maintain analytical data models and Tableau dashboards that unify and transform complex data into clear, trusted insights, providing stakeholders with visibility into performance and progress.
• Apply generative AI to accelerate analysis, automate synthesis, and enhance the clarity and impact of insights.
• Collaborate closely with leadership and other analytics teams to align on definitions, metrics, and business priorities.
• Deliver concise, executive-ready analyses and recommendations that connect data to strategic and operational decisions.
• Define and manage performance frameworks that measure initiative success and drive accountability.
• Operate autonomously on high-priority initiatives, setting a high bar for analytical rigor, cross-functional partnership, and communication excellence.

• 10+ years of experience in business intelligence, analytics, or business operations, ideally within a SaaS or high-growth technology company.
• Demonstrated success leading cross-functional analyses that inform strategic decisions and enterprise-wide priorities.
• Advanced proficiency in SQL and experience with modern data platforms such as Snowflake.
• Proficiency in Python for data analysis, automation, and advanced modeling is preferred.
• Strong experience developing dashboards and visualizations in Tableau or similar BI tools.
• Experience with SaaS metrics such as ARR, retention, and pipeline performance.
• Expertise in data modeling, transformation, and optimization.
• Familiarity with generative AI applications that enhance analytical workflows or accelerate insight delivery.
• Excellent communication and storytelling skills, with experience engaging executive audiences.
• Strong problem-solving ability, intellectual curiosity, and attention to detail.

The salary range for this position is $130,000 – $190,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.

Build Executive and Multi-Level Relationships

• Develop strong C-level/Director/Operational relationships with managed partners to drive strategic focus on CyberArk products and solutions.
• Representing CyberArk at partner events in the region, including delivering presentations.
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs.

Channel Management

• Grow contribution of our partners by improving capabilities required to sell the entire CyberArk portfolio.
• Ensure that assigned partners maintain the appropriate certification required to architect, sell, implement and operate CyberArk solutions.
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs.

Opportunity Management

• Develop new client pipeline / revenue through target market focus, joint business, pipeline and forecast planning and execution.
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs.
• Use cross-functional teams of specialists to drive marketing campaigns designed to increase market awareness and drive incremental sales.

Collaboration

• Collaborate closely with Account Executives and leadership on partner business opportunities and escalations.
• Use cross-functional teams of specialists to drive marketing campaigns designed to increase market awareness and drive incremental sales.
• Ensure customer happiness by coordinating CyberArk and Partner resources throughout the sales cycle.

Channel and Domain Expertise

• 10+ years of channel experience managing GSI/APAC security-focused partners.
• Proven success as a strategic partner relationship manager within identity or cybersecurity vendors.
• Deep understanding of GSI/AP economics, business models, and partner motivations for customer success.
• Experience in selling through Managed Services.
• Strong market trend awareness and ability to identify innovation opportunities.
• Fully conversant with Salesforce (SFDC), Microsoft Office, and other corporate applications.

Sales Process

• Strong sales acumen with a focus on pipeline hygiene, forecasting, development, and execution.
• Consistent track record of sales success.
• Experienced in executive-level engagement and stakeholder management.
• Able to work to targets, prioritize effectively, and manage own schedule.

• Fluent in English; based in the London office.
• Open to travel

What You’ll Own

• Be the trusted regional voice and go-to thought leader for GSIs across your territory.
• Own and execute ambitious sales plans, safeguarding existing business and breaking into new, untapped markets.
• Build meaningful CXO-level relationships to create win-win growth strategies at scale.
• Position CyberArk’s cutting-edge Identity Security portfolio as a must-have differentiator for Global 2000 and Fortune 1000 clients.
• Collaborate cross-functionally, consistently driving transparency and results with regular updates to sales, channel, and program stakeholders.

• 7+ years of proven success managing EMEA sales and alliances with GSIs and/or Big 4 firms.
• A strategic mindset with a history of driving sales through top-tier channel partners.
• Exceptional communicator, comfortable engaging senior executives and presenting compelling narratives.
• Analytical thinker familiar with BI tools, comfortable owning accountability.
• Experience with Security Software companies is a significant plus.
• Business fluent in German and English.
• Willingness to travel as needed to build key relationships.

This Major Account Executive will be looking after Switzerland and Austria (based in Switzerland)

Responsibilities:

• Developing in collaboration with management territory plans for a defined set of accounts.
• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.
• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.
• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.
• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.
• Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.
• Operate in a team environment both within the Major Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.
• Work effectively with our multiple channel partners to extend our sales and delivery reach.

• You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises.
• You can relate IT to business objectives.
• Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.
• Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.
• Active network of contacts across the Enterprise customer ecosystem

We know that our community is best served when:

• Our projects are active, maintained, well organized, and superbly documented
• Contributions from community members are solicited, welcomed, and reviewed
• We are responsible for many features and initiatives within the CyberArk portfolio, including:
• Features within the Conjur open-source product
• Integrations for the Conjur Enterprise and Cloud products with popular open DevOps tools
• APIs and SDKs for the above
• Integrations of other CyberArk products with Conjur

The ideal candidate will have:

• 7+ years of experience as a software engineer
• Strong/excellent knowledge of at least one programming language such as Golang, Python, Java or Ruby is required
• Flexibility and willingness to switch to different languages and/or technologies as needed
• Broad experience with synchronous (REST/RPC) and asynchronous (event-driven) service-to-service communication methods
• Deep understanding of container technologies like Docker, Podman, Kubernetes, OpenShift, or Cloud Foundry
• Familiarity with DevOps and IaC tools, such as Ansible, Puppet, Jenkins, Terraform
• A friendly, positive attitude with focus on teamwork and collaboration
• Willingness to mentor and support the growth of less experienced team members
• Excellent communication and documentation skills
• Attention to detail, ability to multi-task, and very strong interpersonal skills
• Experience in working with people from various roles across teams and organizations

What sets you apart:

• Proficiency in SpringBoot Framework development and Jenkins plugins development
• Experience using AWS, Azure, and/or GCP
• Experience with secrets managers (Conjur or others)
• Excellent knowledge and experience in relational databases, data integration and ETL