Job Description :
Account Executive (AE) within CyberArk is responsible to meet the assigned quota by selling to new and existing customers in the assigned customer set within Austria.
AE manages the full sales cycle of all deals in his / her customer set as indirect deals via certified partners in a direct-
touch model. This includes setting up and presenting in local seminars, following up on incoming or self- generated leads, explaining the need for a privileged access management project and how CyberArk is performing against the requirements, answering industry, company and product questions, negotiating terms and prices, and closing deals.
Acting as the fully accountable local sales manager for the assigned customer set is key to success in this role.
Driving new PAS business from new and existing commercial targets in the territory
Targeting and penetrating at the CxO level, auditor and practitioner / IT level of these organisations
Identification, cultivation and formalisation of relationships with key partners and advisories and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organisations (e.
g. other security vendors or attached solutions)
Being a leader to the local partner sales rep to drive indirect opportunities while being a challenger’s consultant to the customer
Penetration of specified target customer set to identify and drive Privileged Account Security (PAS) and other information security driven challenges
Follow up on incoming leads, schedule and present in remote or onsite meetings
Work and recruit with local VARs : transfer knowledge and motivate their management and account executives; perform mutual marketing events
Follow up continuously on all potential sales processes to advance them towards closing
Negotiate terms / pricing and close deals
Perform regular meetings with Regional Director DACH to assess the status of all existing accounts, and to expedite the rollout and up-
sale / cross-sale processes
Schedule remote or onsite product evaluations performed by the territory SE
Skills & Candidate Requirements
5+ years of experience in Enterprise SW sales.
3+ years of experience in Information Security solutions Sales
Experience in IT Security within vendors or IT services companies
Ability to conduct executive level presentations
Familiar with Cyber Security, Identity Management, Database Management, SIEM and Compliance or Information Security
Ability to thrive in a fast paced, high growth environment and work collaboratively with colleagues and staff
Fluent in English