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Account Executive - DACH (Federal and State Government)

Date:  Jul 17, 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.

Overview

Account Executive (AE) within CyberArk is responsible for meeting the assigned quota by selling to new and existing customers in the assigned customer set of federal and state government and the associated data centers and growing the customer from there in a CARE (Close, Adopt, Renew, Expand) model. AE manages the entire 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 association/government specific and product questions, negotiating terms and prices (especially for frame agreements and in tenders), and closing deals.
Acting as the fully accountable account manager in the government named account set of is key to success in this role.
 

Responsibilities:

  • Penetration of government 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 technical as well as political level of decision makers, 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 government organisations (e.g. other security vendors or attached solutions, frame agreement holders)
  • 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 and frame agreements
  • Perform regular meetings with the Regional Director DACH to assess the status of milestones, accounts, opportunities and long term 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 federal and/or state government software sale of significant size
  • Knowledgeable in government internal processes, creating budgets and establishing frame agreements
  • Experienced in sales within Software industry, Information Security or Identity Management solutions
  • Experienced extended sales cycles on large deals, Subscription proven track record
  • Knowledge in Cyber Security, Identity Management, Database Management, SIEM and Compliance or Information Security, Enterprise IT experience
  • Holds active network of contacts across federal and state government customers

 

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