Cyberark Account Executive - SLED 

United States 

414100386

What you will do:

• Driving new business from new and existing target accounts in State and Local Government Departments and Agencies, Higher Education and School Districts

• 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 activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts

• Perform bi-weekly 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

What you need to succeed:

• 8+ years of sales experience: 4+ years in enterprise sales, 4+ years of which are specifically in State and Local Government and Education accounts in the assigned geography

• (C-Level) B2B software sales

• Experience in closing 8+ figure deals

• Bachelor’s degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)

• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise State and Local Government departments and agencies, higher education and school districts

• Discovery skills, asking insightful questions

• Adaptability to a changing environment

• Privileged Access Management or Identity Access Management experience a plus

• Ability to craft and articulate compelling business propositions

• Outstanding presentation, written and verbal communication skills

• Experience selling SaaS/Subscription/Cloud solutions preferred

• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred