Job Description

This includes business planning, account engagement activities, various pipeline development activities on a daily basis, following up on incoming or self- generated leads, confidently articulating the need and methodologies around identity security and privileged access management. The Account Executive will also need to have a good understanding of the identity security market and to be able to discuss openly, the CyberArk vision and capabilities and have an understanding of the other identity security and PAM vendors. The Account Executive must also be able to demonstrate a strong and proven background in true Enterprise sales and have a demonstrable track record in successfully closing large and complex projects.

The Account ExecutiveE must have the right behaviours, skills and knowledge for the role to represent CyberArk and to be able to operate successfully and equally as part of a team.

Responsibilities:

• Penetration of specified named accounts to identify and drive Identity Security and Privileged Account Management (PAM) and other information security driven challenges 
• Driving new Identity and PAM business from new and existing enterprise accounts within his/her territory
• The creation of and execution of an Enterprise business plan of the named account list 
• Targeting and penetrating at the CxO level, Auditor, Architect and Programme/Project related personas within their named accounts (across Cyber/Security, Operations, Endpoint, Cloud and DevOps) 
• Identification, cultivation and formalisation of relationships with key partners, advisories and 3rd parties involved in the advising on, and selling of identity security and PAM solutions to enterprise organisations (e.g. other security vendors or attached solutions)
• Regular and consistent pipeline generation to ensure a healthy 3:1 pipeline coverage and the generation of leads, nurturing constantly inbound opportunities in the sales funnel 
• Work within a define and structured sales methodology
• Negotiate terms/pricing and close deals 
• Perform regular meetings with the UK&I Enterprise Sales Manager to assess the status of all existing accounts, and to expedite the rollout and up-sell/cross-sell processes
• Ability to build and orchestrate a virtual account team 
• Schedule remote or onsite product evaluations performed by the assigned Sales Engineer
• Being a leader to the local partner sales rep to drive indirect opportunities while being a challenger’s consultant to the customer

Required Knowledge, Skills, and Abilities

• 5 years plus – successful enterprise sales experience 
• Experienced in Enterprise Sales within Software industry, Information Security or Identity Management solutions.
• Experienced extended sales cycles on large deals, SaaS and Subscription proven track record. 
• Experienced in working within a define and structured sales methodology
• Knowledge in Cyber Security, Identity Management, Database Management, SIEM and Compliance or Information Security, Enterprise IT experience 
• Active network of customer and partner contacts across Irish Enterprise landscape
• Banking and Financial Services experience a plus