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Major Account Executive - Adriatics

Date:  Sep 8, 2023

Croatia, Zagreb

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, read the CyberArk blogs or follow on Twitter via @CyberArk, LinkedIn or Facebook


Job description 

Major Account Executive (AE) within CyberArk is responsible to meet the assigned quota by selling to new and existing accounts in Adriatic countries. The 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 business planning, account engagement activities, various pipeline development activities on a daily basis, following up on incoming or self- generated leads, confidently articulating the need and methodologies around identity security and privileged access management.   


The AE will need to have a good understanding of the identity security market and to be able to discuss openly, the CyberArk vision and capabilities. The AE must also be able to demonstrate a strong and proven background in Enterprise sales and have a demonstrable track record in successfully closing large and complex projects. This remote position will report to the Regional Sales Manager. 



  • Penetration of specified named accounts to identify and drive Identity Security and Privileged Account Management (PAM) and other information security driven challenges 

  • Selling across multiple verticals in Adriatic countries 

  • Driving new Identity and PAM business from new and existing enterprise accounts within his/her territory 

  • The creation of and execution of an Enterprise business plan of the named account list 

  • Targeting and penetrating at the CxO level, Auditor, Architect and Programmed/Project related personas within their named accounts (across Cyber/Security, Operations, Endpoint, Cloud and DevOps) 

  • Identification, cultivation and formalization of relationships with key partners, advisories and 3rd parties involved in the advising on, and selling of identity security and PAM solutions to enterprise organizations (e.g. other security vendors or attached solutions) 

  • Regular and consistent pipeline generation to ensure a healthy 3:1 pipeline coverage and the generation of leads, nurturing constantly inbound opportunities in the sales funnel 

  • Work within a define and structured sales methodology 

  • Negotiate terms/pricing and close deals 

  • Perform regular meetings with the Regional Sales Manager to assess the status of all existing accounts, 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 



  • Circa 5 years plus in successful enterprise sales role 

  • 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. 

  • Experienced in working within a define and structured sales methodology 

  • Knowledge in Cyber Security, Identity Management, Database Management, SIEM and Compliance or Information Security, Enterprise IT experience 

  • Active network of customer and partner contacts across Enterprise Adriatic countries landscape 

  • Ad hoc travel as required 


We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. 


CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs. 



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