Senior Account Executive

The Enterprise Account Executive is responsible to meet the assigned quota by selling to new and existing customers in the assigned territory. The Enterprise 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 enterprise 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.
• Negotiate terms/pricing and close deals

#LI-FH1

• Experience Successfully Selling into Major Enterprise Customers in Sweden
• Demonstrated ability to Maximise White Space by selling “Full Portfolio” of Solutions
• You have Proven success in SaaS and subscription sales, preferably in large transformative software solutions sold to Major Enterprises.
• Demonstrated Capability of working Collaboratively with Ecosystem Partners such as Resellers, Advisories, Hyperscalers and Technology Alliances
• Have previously successful worked and orchestrated in collaboration with Solution Sales Specialists (i.e Overlay Teams)
• You can relate IT to business objectives to drive Business Value and Outcomes with a Customer First focus
• Have Developed and Executed Territory Plans to Drive Growth
• Understanding of business and technology 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.
• Familiar with MEDDPICC and Command of the Message
• Use of AI tools to drive opportunities and engagement such as Gong and Demand Base

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.