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Major Accounts Executive -Energy and Utilities companies (M/W/D)

Date:  Feb 3, 2024
Location: 

Germany, Dusseldorf

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 https://www.cyberark.com, read the CyberArk blogs or follow on Twitter via @CyberArk, LinkedIn or Facebook.

Job Description:

Account Executive (AE) (M/W/D) within CyberArk is responsible to meet the assigned quota by selling to new and existing customers in the assigned customer set “Energy and Utilities companies 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 “Energy and Utilities companies for Germany” of enterprise accounts is key to success in this role.

Responsibilities:

Penetration of specified target customer set to identify and drive Identity Security Platform and other information security driven challenges, (e.g., CRITIS).
Driving new Identity Security 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 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 ability to work with large customers and buying centers in Germany
Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities
Experienced in Enterprise Sales within the Software industry, Information Security or Identity Management solutions.
Experienced in Enterprise within Software, SaaS, and Subscription sales on an Enterprise level.
Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, or Information Security, Enterprise IT Experience
Active network of contacts across the Enterprise customer ecosystem
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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