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 our CyberArk blogs or follow us on Twitter, LinkedIn or Facebook.
Job Description
As a New Logo Account Executive at Venafi, you'll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world.
You will manage sales activities for potential in a defined territory and set of target accounts. Wield proven expertise in building relationships at the C-Level and technical teams, and sell complex solutions to large, complicated customer environments.
CyberArk New Logo Account Executives collaborate with Sales Development, Solution Architects and Professional Services team as equal partners in the quest to land new customers.
Qualifications
Prospecting and winning new accounts targeted at large enterprises
Collaborate with other team members in CyberArk's Sales, Support, and Services teams to foster a strong sense of community and information sharing
Execute sales cycles following the CyberArk Playbook
Win against the competition selling the value of CyberArk's platform
Educate C-Level and technical teams, resulting in sponsorship on Machine Identity Security projects
Build relationships with executive decision makers
Build trust and credibility at multiple levels in target named accounts
Represent CyberArk at local and/or industry events (as needed)
Maintain accurate Salesforce CRM information
Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
Build and advance near-term and long-term qualified pipeline
Selling into various stakeholders: IT side and Business side
C-level engagements, positioning and proposal
Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
Perform consistently scheduled meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products' strengths and capabilities to win deals.
Cultivate and manage relationships with partners and alliances
Travel as necessary to client locations
Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
Experience leveraging Partners to build business is a plus
Value sales experience selling Cloud Native or SaaS products
Effectiveness in building relationships within client and prospect companies at the CXO and technical level
Demonstrated ability to adapt and evolve and onboard new ideas
Use of modern selling tools
Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
Discovery skills, asking insightful questions
Adaptability to a changing environment
Privileged Access Management or Identity Access Management or CodeSign experience a plus
Ability to craft and articulate compelling business propositions
Outstanding presentation, written and verbal communication skills
Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
Demonstrated commitment to continued learning and self-improvement
Cybersecurity experience
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Additional Information
CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.
We are unable to sponsor or take over sponsorship of employment Visa at this time.
The salary range for this position is $115,000 - $144,000/year, plus commissions or discretionary bonus, which will be based on the employee's performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.
