Account Executive - Federal

CyberArk is seeking an experienced, highly motivated sales professional to join its Federal Sales team, focusing on selling to the Government System Integrator (FSI) community. The Account Executive will drive sales of CyberArk's market-leading Identity Security solutions by understanding client needs, developing compelling business value proposals, and closing deals. Responsibilities include penetrating named Federal System Integrators, cultivating a book of business, maintaining partner relationships, working with VARs, generating leads, conducting presentations, and negotiating terms. The role requires a Bachelor's Degree and 10+ years of enterprise software sales experience within the DoD, Civilian, and GSI communities, with a proven track record of closing significant deals.

Must Have

• Penetration of Named Federal System Integrators (GSI’s) to identify and drive sales of the entire CyberArk Portfolio.
• Targeting and penetrating at the C-level, Program office and practitioner/IT level of these organizations/agencies.
• Cultivating your own book of business in the Federal space.
• Maintain and establish identification and formalization of relationships with key partners and 3rd parties.
• Work with local VARs: transfer knowledge and motivate their management and account executives.
• Efficiently work with inside sales and engineering counterparts throughout the sales process.
• Generate leads by scheduling and presenting in local seminars and trade shows.
• Follow up on incoming leads, schedule and present in remote or onsite meetings.
• Demonstrate the product’s capabilities and work with technical counterpart.
• Follow up continuously on all potential sales processes to advance them towards closing.
• Negotiate terms/pricing and close deals.
• Bachelor’s Degree.
• 10+ years as an enterprise software sales executive working within the DoD, Civilian and GSI community.
• Track record of success in identifying, cultivating and closing $100k+ deals.
• Ability to conduct executive level presentations and ‘issue oriented’ educational seminars.

Good to Have

• Security experience is preferred.
• Knowledge of Information Security is a plus.

Perks & Benefits

• Wide range of medical, dental, vision, financial, and other benefits.

Company Description

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 X, LinkedIn or Facebook.

Job Description

CyberArk is seeking an experienced, highly motivated sales professional to join our Federal Sales team. This position is responsible for selling to the Government System Integrator (FSI) community. The Account Executive will sell our market leading Identity access security solutions by gaining a thorough understanding of the client’s business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the region.

Responsibilities:

• Penetration of Named Federal System Integrators (GSI’s), to identify and drive sales of the entire CyberArk Portfolio with a focus on helping them meet CMMC 2.0 requirement
• Targeting and penetrating at the C-level, Program office and practitioner/IT level of these organizations/agencies
• Cultivating your own book of business in the Federal space
• Maintain and establish identification and formalization of relationships with key partners and 3rd parties involved in the advising and selling of information security solutions to the GSI community.
• Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events
• Efficiently work with inside sales and engineering counterparts throughout the sales process
• Generate leads by scheduling and presenting in local seminars and trade shows
• Follow up on incoming leads, schedule and present in remote or onsite meetings
• Demonstrate the product’s capabilities and work with technical counterpart to present the architecture and answer any technical questions
• Follow up continuously on all potential sales processes to advance them towards closing
• Negotiate terms/pricing and close deals

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Qualifications

• Bachelor’s Degree
• 10+ years as an enterprise software sales executive working within the DoD, Civilian and GSI community - security experience is preferred
• Track record of success in identifying, cultivating and closing $100k+ deals
• Ability to conduct executive level presentations and ‘issue oriented’ educational seminars
• Knowledge of Information Security is a plus
• 30-40% travel

Additional Information

CyberArk is an Equal Opportunity 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 $113,000 – $190,000/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.