Key Account Director (Melbourne based)
Job Description
- Experience selling into FSI, Telco, or Mining industries.
- SaaS, IAM, or Cyber Security solution sales experience.
- Identify prospective CyberArk clients within defined market segment.
- Drive new business in existing enterprise accounts.
- Develop long-term pipeline to increase CyberArk's share of wallet.
- Establish professional, trusted relationships with customers and prospects.
- In-depth knowledge of customer's business model and financial structure.
- Demonstrate ability to leverage CyberArk's portfolio of products and services.
- Know strengths and weaknesses of key competitors.
- Work with business partners in the wider eco-system of SI partners.
- Track record of success in identifying, cultivating, and closing high value deals.
- 10+ years of key accounts experience in quota carrying B2B software sales.
- Strong customer centricity and success oriented sales mentality.
- Organized, efficient, maintaining high production and administrative excellence.
- Experience using a CRM system, preferably Salesforce.
- Excellent presentation and communication skills.
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
We are seeking for an established and seasoned large deal maker who has proven track record of high value solution selling in a Software-as-a-Service environment. As part of a high performing cyber security sales team focused on the continued growth of the CyberArk ANZ client base, you will be responsible for selling the CyberArk Identity Security portfolio focused on some of the most established existing strategic key accounts in the region. You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.
- Identify prospective CyberArk clients within defined market segment and accounts
- Driving new business in existing enterprise accounts with continuous development of long-term pipeline to increase CyberArk's share of wallet.
- Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical.
- In-depth knowledge of customer's business model, organizational structures, business processes and financial structure.
- Demonstrate the ability to leverage CyberArk's portfolio of products and services to change the playing field against our competition.
- Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.
- Work with business partners in the wider eco-system of SI partners and advisory firms.
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Qualifications
- Track record of success in identifying, cultivating and closing high value deals
- 10+ years of key accounts experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance
- Experience selling into the following industries: FSI/Telco/Mining is highly preferred
- SaaS, IAM or Cyber Security solution sales experience highly preferred
- Strong customer centricity and success oriented sales mentality
- Considered a knowledgeable expert in given field by company and customer
- Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce
- Excellent presentation/communication skills
