Apply now

Apply for Job

Account Executive - Germany (Manufacturing and Machinery/ Industrial)

Date:  Nov 21, 2022
Location: 

Germany, Munich

Job Category:  Sales
Department:  Go To Market

About CyberArk:

CyberArk, the global leader in privileged access management, helps organizations transform their business through improved security and reduced risk. As a trusted partner for thousands of companies around the world, CyberArk consistently sets the bar – driving innovation and helping our customers stay one step ahead of attackers.

 

Job Description:

 

Account Executive (AE) within CyberArk is responsible to meet the assigned quota by selling to new customers in the assigned customer set Manufacturing and Machinery/ Industrial 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 “Manufacturing and Machinery/ Industrial 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 Manufacturing and Machinery / Industrial customers in Germany
  • Understanding of use-cases and requirements in securing supply chain, IT and OT systems of Manufacturing and Machinery/ Industrial 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

Apply now

Apply for Job