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Account Executive - Japan

Date:  Jan 26, 2023

Japan, Tokyo

Job Category:  Sales
Department:  Go To Market

Who are we: 

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, read the CyberArk blogs or follow us on Twitter via @CyberArkLinkedIn or Facebook.


What you will do:

The CyberArk Account Executive (AE) will be part of a high performing cyber security sales team focused on the continued growth of the CyberArk Japan client base. The AE will be responsible for selling the CyberArk Identity Security portfolio focused on Japanese large enterprise (Top300) accounts. In this role the AE will be assigned the sales territory and will be accountable for developing the business case with new prospects (Land) and existing customers (Expand). The AE will develop the plan and lead the sales campaign work with internal cross-function teams, distributors, value-added resellers and SI partners. This is a great opportunity for a seasoned sales professional with a proven track record of high value solution selling in a Software-as-a-Service environment. You will contribute to our exponential business growth in a fast-paced, collaborative and global environment, as a valued member of the CyberArk family.

•    Identify prospective CyberArk clients within defined market segments.
•    Driving new business in enterprise accounts with continuous development of long-term pipeline to increase CyberArk's share of wallet. 
•    Establish a professional and trusted relationship with customers and prospects, from the C-level to the operational level, developing a core understanding of the unique business needs of the customer within their business vertical.
•    In-depth knowledge of customer's business model, organizational structures, business processes and financial structure.
•    Generate leads by scheduling and presenting in local seminars and conferences.
•    Follow up on incoming leads, schedule and present in remote or onsite meetings.
•    Demonstrate the ability to leverage CyberArk's portfolio of products and services to change the playing field against our competition.
•    Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.
•    Work with business partners in the wider eco-system of distributors, value-added resellers, SI partners and advisory firms.
•    10+ calls per week on average desired.

What you need to succeed:

•    10-15 years of experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance.
•    Track record of success in identifying, cultivating and closing high value deals.
•    SaaS, IAM or Cyber Security solution sales experience is preferred.
•    Strong customer centricity and success-oriented sales mentality.
•    Ability to conduct executive level presentations and ‘issue oriented’ educational seminars.
•    Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in enterprises to select and implement identity security solutions.
•    Organized, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce.
•   Fluency in Japanese and business level English reading/writing/verbal skills
•    Bachelor’s Degree.









  • 定義された市場セグメント内でサイバーアークの見込み顧客を特定する。
  • 長期的なパイプラインの継続的な開発により、企業アカウントでの新規ビジネスを推進し、CyberArk のシェア・オブ・ウォレットを増加させる。
  • Cレベルから運用レベルまで、顧客や見込み客と信頼できる関係を確立し、顧客の垂直型ビジネス内におけるニーズの中核を理解すること。
  • 顧客のビジネスモデル、組織構造、ビジネスプロセス、財務構造に関する深い知識。
  • セミナーやコンファレンスのスケジュール調整とプレゼンテーションを先導。
  • 引き継ぎのフォローアップ、リモートまたは対面でのミーティングのスケジュール設定とプレゼンテーション。
  • CyberArk の製品およびサービスのポートフォリオを活用し、競合他社より先行する事を実証する。
  • 主要な競合他社の強みと弱みを把握し、セールスサイクルにおいてその知識を活用すること。
  • 代理店、リセラー、SIパートナー、コンサル系企業など、より広くビジネスパートナーと協働する。
  • 週平均10件以上の訪問。



  • 10-15年のB2Bソフトウェア営業経験を有し、目標を達成または超過した実績のある方。または経験、学歴、優れた業績を併せ持つ方。
  • 高額案件の特定、開拓、契約締結に成功した実績があること。
  • SaaS、IAM、サイバーセキュリティのソリューションセールスの経験があれば尚可。
  • 顧客中心主義、成功志向の営業マインドをお持ちの方。
  • エグゼクティブレベルのプレゼンテーションと「課題解決型」教育セミナーを実施できること。
  • 企業内外の様々な影響力を持つ人々に対して、独自のセキュリティソリューションを選択、導入するための調整、ナビゲート、動機付けを行う能力を有すること。
  • 組織的、効率的で、高い生産性を維持しながら、プロセスと優れた管理能力を維持できる方 - CRMシステム(できればSalesforce)の使用経験。
  • 日本語が堪能で、ビジネスレベルの英語の読み・書き・口頭表現ができること。
  • 学士号取得者。


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