Company Description
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 Twitter, LinkedIn or Facebook.
Job Description
The Strategic Account Manager is part of the EMEA Transformation Office and is responsible for supporting some of the largest customers in EMEA to achieve faster maturity in their Identity Security Program. We help these customers to convert, modernize and redefine their Identity Security or Legacy PAM program, developing new strategies for securing privileged access across their modern environments, often dovetailed with digital transformation, cloud adoption or data center modernization efforts. The role reports to the AVP EMEA, Transformation.
Responsibilities:
- Manage a small existing large enterprise customer accounts (and their subsidiaries), retaining and growing revenue/ ARR through timely renewals, uplifts and cross-sell to drive positive NRR.
- Drive transformation programs, aligning closely with the wider teams.
- Identify and engage new stakeholders, in new areas of investment outside of traditional PAM, building compelling business justifications.
- Cultivate and manage relationships with strategic partners, alliances and advisories to understand companies’ strategic investment agendas.
- Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
- Build and advance near-term and long-term qualified pipeline
- Management of all contact activity, 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.
#LI-FH1
Qualifications
What you need to succeed:
- Proven success in engaging with C-level executives and influencing strategic decision-making through B2B software sales
- Experience in managing and closing large-scale deals (8-figure+) with a strong ability to navigate complex sales cycles and multiple stakeholders in enterprise FSI accounts.
- A knack for asking insightful, strategic questions that uncover key business needs and drive tailored solutions.
- Ability to thrive in dynamic environments, adjusting quickly to new challenges and shifting priorities.
- Privileged Access Management or Identity Access Management experience is ideal
- Ability to craft and articulate compelling business propositions
- Experience selling SaaS/Subscription/Cloud solutions preferred
- Experience working effectively with advisory, channel, and ecosystem partners to drive sales and create impactful solutions is a plus.
- Challenge the status quo in legacy engagement
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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