Account Executive – Germany (IT and Consulting/Advisories)
CyberArk Software
München
Account Executive – Germany (IT and Consulting/Advisories)
Date:
Feb 16, 2023
Location:
Germany, Munich
Job Category:
Sales
Department:
Go To Market
About CyberArk:
CyberArk(NASDAQ: CYBR) is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit https://www.cyberark.com, read the CyberArk blogsor follow on Twitter via @CyberArk, LinkedInor Facebook.
Job Description:
Account Executive (AE) within CyberArk is responsible to meet the assigned quota by selling to new customers in the assigned customer set “IT and Consulting/Advisories for Germany”and grow the customer from there in a CARE (Close, Adopt, Renew, Expand) model. AE manages the full sales cycle of all deals in his/her customer set as indirect deals via certified partners in a direct-touch model. This includes setting up and presenting in local seminars, following up on incoming or self- generated leads, explaining the need for an identity security and privileged access management project and how CyberArk is performing against the requirements, answering industry, company and product questions, negotiating terms and prices, and closing deals.
Acting as the fully accountable account manager in the given named account set “IT and Consulting/ Advisories Germany”of enterprise accounts is key to success in this role.
Responsibilities:
- Penetration of specified target customer set to identify and drive Identity Security and Privileged Account Management (PAM) and other information security driven challenges
- Driving new PAM and Identity business from new enterprise targets in the given set
- Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations (Security, Identity, Operations, Endpoint, Developers)
- Identification, cultivation and formalization of relationships with key partners and advisories and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organisations (e.g. other security vendors or attached solutions)
- Generate leads, nurturing constantly inbound opportunities in the sales funnel
- Follow up on incoming leads, schedule and present in remote or onsite meetings
- Work and recruit with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing & sales events
- Follow up continuously on all potential sales processes to advance them towards closing
- Negotiate terms/pricing and close deals
- Perform regular meetings with the Regional Sales Manager DACH to assess the status of accounts, opportunities and new logo strategy, and to expedite the rollout and up-sale/cross-sale processes
- Schedule remote or onsite product evaluations performed by the assigned Sales Engineer
- Being a leader to the local partner sales rep to drive indirect opportunities while being a challenger’s consultant to the customer
Requirements:
- 5 years plus – successful enterprise sales / key account management experience
- Proven track record and network of contacts of IT and Consulting/Advisories customers in Germany
- Understanding of use-cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities
- Experienced in Enterprise Sales within Software industry, Information Security or Identity Management solutions.
- Experienced extended sales cycles on large deals, SaaS and Subscription proven track record.
- Knowledge in Cyber Security, Identity Management, Database Management, SIEM and Compliance or Information Security, Enterprise IT experience
- Active network of contacts across Enterprise customer ecosystem
#LI-HEH