Principal Account Executive - France

1 Month ago • All levels

Job Summary

Job Description

The Strategic Account Executive is responsible for meeting the assigned quota by selling to new and existing customers in the assigned territory. They will manage the entire sales cycle, including presenting at seminars, following up on leads, negotiating terms, and closing deals. Responsibilities include developing territory plans, understanding products and their value, building relationships with clients, qualifying sales opportunities, using the Force Management sales methodology, identifying partners, articulating the need for identity security, leading the sales cycle, accurately forecasting business, and working with channel partners.
Must have:
  • Demonstrated success in SaaS sales, preferably to large enterprises.
  • Ability to relate IT to business objectives.
  • Understanding of use cases for securing data and IT systems.
  • Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.
  • Active network of contacts across the Enterprise customer ecosystem.

Job Details

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

The Strategic Account Executive is responsible to meet the assigned quota by selling to new and existing customers in the assigned territory. The Strategic Account Executive occupies a customer-facing and is expected to spend a large portion of their time building and maintaining meaningful relationships with new and existing Strategic clients. They manage the entire sales cycle of all deals in his/her region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self- generated leads, negotiating terms and prices, and closing deals.

Responsibilities:

  • Develop in collaboration with management territory plans for a defined set of accounts.
  • Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.
  • Plan engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.
  • Qualify sales opportunities with MEDDPICC methodology.
  • Leverage the Force Management sales methodology in customer interactions to drive positive business outcomes.
  • Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organizations.
  • Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.
  • Lead the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.
  • Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.
  • Operate in a team environment both within the Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.
  • Work effectively with our multiple channel partners to extend our sales and delivery reach.

#LI-HEH

Qualifications
  • You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises.  
  • You can relate IT to business objectives. 
  • Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities. 
  • Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience. 
  • Active network of contacts across the Enterprise customer ecosystem.
Additional Information

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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About The Company

CyberArk's mission is to secure the world against cyber threats so together we can move fearlessly forward. CyberArk is a global leader in identity security, helping organizations worldwide protect their most valuable assets and critical infrastructure. They offer a comprehensive platform that addresses the evolving challenges of identity-related risks, providing solutions for workforce access, privileged access, customer access, and machine identity security. CyberArk is committed to innovation and providing cutting-edge security solutions that empower their customers to be more secure and efficient.

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