Account Executive - SLED Date: May 13, 2024
Location: US - Missouri, Kansas City
Job Category: Sales
Department: Go To Market
Who we are: 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 our CyberArk blogsor follow us on Twitter, LinkedInor Facebook.
CyberArk is seeking a proven State, Local and Education (SLED) seller that will continue to capture our rapid market share in the Global Fortune 2000. The Account Executive – SLED will sell our market leading solutions by gaining a thorough understanding of the client's business needs. A successful candidate will be responsible for the formulation and execution of a hyper-growth business plan that targets net new and existing territory accounts. The Account Executive – SLED will report directly to the District Sales Manager - SLED.
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 DistrictsBuild and execute territory plans with Quarterly and Annual Business Reviews (QBRs)Build and advance near-term and long-term qualified pipelineSelling into various stakeholders: IT side and Business sideC-level engagements, positioning and proposalQuarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer successManagement of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contractsPerform 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 processesCollaborate 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 salesExperience in closing 8+ figure dealsBachelor'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 districtsDiscovery skills, asking insightful questionsAdaptability to a changing environmentPrivileged Access Management or Identity Access Management experience a plusAbility to craft and articulate compelling business propositionsOutstanding presentation, written and verbal communication skillsExperience selling SaaS/Subscription/Cloud solutions preferredExperience selling with Advisory, Channel Partners, and Ecosystem Partners preferred CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.
The salary range for this position is $94,000 – $145,000/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.
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