Account Executive- SLED Mid Atlantic

About CyberArk

CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArk’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn more at cyberark.com.

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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 SLED Sales Manager. 

  What you will do:

• 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 

#LI-MR2

• 8+ years of sales experience: 4+ years in enterprise sales, 4+ years of which are specifically in State and Local Government and Education accounts in the assigned geography 

• (C-Level) B2B software sales 

• Experience in closing 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 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. 

We are unable to sponsor or take over sponsorship of employment Visa at this time. 

The salary range for this position is $113,000 – $180,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.