Principal Account Executive, Machine Identity

2 Months ago • 7 Years + • Account Management

Job Summary

Job Description

As a Machine Identity Security (MIS) Principal Account Executive, you will be responsible for acquiring new customers and fostering customer growth of MIS Solutions in France. Your role involves identifying, scoping, negotiating, and closing new sales opportunities to meet and exceed sales quotas. You will be working with existing and new customers. You'll also establish relationships with key decision-makers and promote CyberArk's Machine Identity solution. You will develop comprehensive account plans and strategies and collaborate with internal teams to drive sales. Your responsibilities include articulating your efforts and strategies using available resources, maintaining expert-level knowledge of business cases, promoting CyberArk's Machine Identity solutions, and managing account responsibilities. This position requires a deep understanding of the industry and excellent communication skills.
Must have:
  • 7+ years of sales experience in cybersecurity or related markets
  • History of strategic account management and software sales
  • Mastering complex solution-selling techniques
  • Excellent oral and written communication skills
  • Ability to travel approximately 20% of the time.

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

CyberArk (with the acquisition of Venafi in 2024) is the leader in Machine Identity Management and serves hundreds of global companies, protecting their business through the deployment of its technologies. We offer a unique and comprehensive approach of identities (humans and machines) to their customers, simplifying and expanding governance and controls, accelerating crypto agility acquisition and reducing risk exposure.

As a Machine Identity Security (MIS) Principal Account Executive, you’ll play a vital role in the success of CyberArk’s MIS solutions and Business Unit.  This is a hybrid role specifically selling the full suite of our MIS software platform and professional services to enterprise customers.

You will be responsible for the new customer acquisition and customer growth of MIS Solutions in France as a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the CyberArk account teams in your territory for prospecting, qualifying, and closing the created opportunities for CyberArk.

Responsibilities:

  • Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities in order to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.
  • As a central asset of our organization driving MIS sales you will articulate your efforts and strategy leveraging the other profiles and teams at your disposal such as pre sales and post sales teams, Field marketing operations, Product Management or Channel.
  • Establish and maintain customer relationships at the executive, business decision-maker level including but not limited to CISO, CIO, and other executives responsible for identity management, security, risk, compliance, and governance.
  • Develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
  • Promote CyberArk’s Machine Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects’ and customers’ strategic initiatives but also broaden CyberArk product and solution capabilities.
  • Drive account management responsibilities including solution improvement, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.

#LI-CB1

Qualifications
  • Ideally, you have 7+ years of prior sales experience in cybersecurity, identity access management, Cryptography, or related markets, in France and for the enterprise or public sector.
  • A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota
  • A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity and leadership in the sale cycle management.
  • A mastering of complex solution-selling technics, methodology and strategy will be a key success factor
  • Excellent oral and written communication skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
  • Ability to travel within assigned territory and other locations approximately 20% of the time.
  • Bachelor’s degree or equivalent experience
  • Proficiency in English on top of your mother tongue (French)
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. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy.

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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