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Account Executive - SLED

Cyber Ark

Dec 15

About CyberArk                                                                                                       

CyberArk, the global leader in privileged access management, helps organizations transform their business through improved security and reduced risk. As a trusted partner for thousands of companies around the world, CyberArk consistently sets the bar – driving innovation and helping our customers stay one step ahead of attackers.

 

Job Description:

CyberArk is seeking a proven State, Local and Education (SLED) seller that will continue to capture our rapid market share in the Global Fortune 2000. The Account Executive – SLED will sell our market leading solutions by gaining a thorough understanding of the client’s business needs.  A successful candidate will be responsible for the formulation and execution of a hyper-growth business plan that targets net new and existing territory accounts. The Account Executive – SLED will report directly to the Director of Public Sector North American Sales.

 

Responsibilities:

  • Driving new business from new and existing target accounts in State and Local Government Departments and Agencies, Higher Education and School Districts
  • Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
  • Build and advance near-term and long-term qualified pipeline
  • Selling into various stakeholders: IT side and Business side
  • C-level engagements, positioning and proposal
  • Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
  • Management of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
  • Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
  • Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
  • Cultivate and manage relationships with partners and alliances

 

Requirements:

  • 5+ years of enterprise (C-Level) B2B software sales experience, 4+ years of which are specifically in State and Local Government and Education accounts in the assigned geography
  • Experience in closing 7 figure – 8 figure deals
  • Bachelor’s degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
  • Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise State and Local Government departments and agencies, higher education and school districts
  • Discovery skills, asking insightful questions
  • Adaptability to a changing environment
  • Privileged Access Management or Identity Access Management experience a plus
  • Ability to craft and articulate compelling business propositions
  • Outstanding presentation, written and verbal communication skills
  • Experience selling SaaS/Subscription/Cloud solutions preferred
  • Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred

 

 

CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.

 

Recruiting agencies or vendors without a valid agreement between the parties are not authorized to (a) send CyberArk unsolicited resumes or candidate data or (b) contact CyberArk employees for the purposes of presenting candidates for employment. CyberArk will only work with recruiting agencies who have a valid agreement with CyberArk and that are specifically invited by CyberArk’s recruiting team to assist with searching for and submitting candidates for a specific position. Any unsolicited resumes or other candidate data submitted to CyberArk will not be accepted and shall be considered CyberArk’s property. CyberArk will not pay any placement or other fees of any kind for any unsolicited resumes or candidate data that is submitted in violation of this policy. CyberArk does not accept liability under any legal theory such as course of conduct, oral agreements, implied contracts, or otherwise based on negotiations with a candidate identified from an unsolicited resume or data in violation of this policy.

 

COVID-19 vaccination is a condition of employment at CyberArk, subject to reasonable accommodation where required by law.