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Account Executive - Iberia

Date:  Dec 3, 2022
Location: 

Spain, Madrid

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:

The Account Executive (AE) within CyberArk is responsible for meeting the assigned quota by selling to new customers in the assigned customer set and growing the customer from there in a CARE (Close, Adopt, Renew, Expand) model. AE manages the full sales cycle of all deals in their 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 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 of enterprise accounts is key to success in this role.

 

Responsibilities:

  • Penetration of specified target customer set in Iberia territory to 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 organizations (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 toward closing
  • Negotiate terms/pricing and close deals
  • Perform regular meetings with the Iberia Sales Manager 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 – of successful enterprise hunting experience
  • Experienced in Enterprise Sales within Software industry, Information Security or Identity Management solutions.
  • Experienced extended sales cycles on large deals, SaaS, and Subscriptions, proven track record.
  • Knowledge in Cyber Security, Identity Management, Database Management, SIEM, and Compliance or Information Security, Enterprise IT experience
  • An active network of contacts across the Enterprise customer ecosystem

#LI-HEH

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