Principal Account Executive, Machine Identity – ANZ

CyberArk is seeking a Principal Account Executive for Machine Identity Security in Australia. This role involves expanding the customer base, driving new business, and managing sales activities in the region. The specialist will collaborate with go-to-market teams and channel partners, selling into large enterprise accounts. Key responsibilities include prospecting, pipeline development, competitive selling, and building trusted relationships with C-level and operational contacts to understand their business needs in Machine Identity Management projects. The role contributes to exponential business growth in a fast-paced, collaborative environment.

Must Have

• Prospect and drive new business for Machine Identity Security
• Develop long-term sales pipeline
• Collaborate with Go-To-Market teams and channel partners
• Sell value of MIM platform against competitors
• Build trusted relationships with C-level and operational contacts
• Understand customer business needs for Machine Identity Management
• Work with SI partners and advisory firms
• 8+ years B2B software sales experience (quota carrying)
• Experience selling subscription and cloud business
• Experience selling digital Identity management solutions
• Proficiency in value sales, including Cloud Native/SaaS
• Skilled in building relationships at all client levels
• Adaptable and open to new ideas
• Customer-centric and success-oriented sales mentality
• Experience leveraging partners for business growth
• Highly organized, efficient, and administratively excellent
• Proficient in CRM systems, preferably Salesforce
• Excellent presentation and communication skills

Good to Have

• Prior sales success in a sales specialist environment
• Demonstrated tech savviness
• Ability to learn new technologies quickly
• High energy, competitiveness, over-achiever mindset
• Desire to win as a team

We are seeking for proven sales performers to expand our customer base in the Machine Identity Security portfolio. You will be the sales specialist based in Australia managing all sales and business development activities in the region.

You will be working closely with the go-to-market teams and channel partners selling into large enterprise accounts. You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.

Key roles and responsibilities:

• Prospecting and driving new business into existing CyberArk accounts and prospects, with continuous development of long-term pipeline to grow MIS business in the region.
• Strong collaboration with the Go-To-Market teams in the region
• Pursue our advantage against the competition selling the value of MIM’s platform and win against competitors.
• 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 on Machine Identity Management projects.
• Work with business partners in the wider eco-system of SI partners and advisory firms

Qualifications

• 8+ years of experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance
• Familiar and experience in selling subscription & cloud business
• Experience selling of digital Identity management solutions, either experience of security or/and PKI is an added advantage
• Value sales experience. Selling Cloud Native or SaaS (Software as a Service) products is an added advantage
• Effectiveness in building relationships within client and prospect companies at any level (CXO, technical leader, LOB leader, etc.)that gives impact to our business.
• Demonstrated ability to adapt, evolve and onboard new ideas
• Having strong customer centricity and success-oriented sales mentality
• Experience leveraging Partners to build and run business.
• Organised, efficient and able to maintain high level of productivity while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce
• Excellent presentation/communication skills

How you will stand out from the crowd:

• Prior sales success in a sales specialist environment
• Demonstrated tech savvyness and ability to learn new technologies within short span of time
• Exhibits high energy, competitiveness, over-achiever, go-getter, desire to win as a team.