Senior Identity Account Executive - Southwest
RemoteRemoteSales$272k–$374k/yrFull-time
Drive growth within existing customers by identifying opportunities to expand the CyberArk / Idira footprint and increase the value delivered to the customer.
Develop and execute strategic prospecting plans to acquire new enterprise customers.
Build relationships across multiple levels of the organization, including CISOs, CIOs, security leaders, architects, infrastructure teams, application teams, and business stakeholders.
Establish yourself as a trusted advisor around Identity Security, Privileged Access, Workforce Identity, Customer Identity, Machine Identity, and related security challenges.
Conduct effective discovery with both business and technical audiences, uncovering problems and translating them into compelling business outcomes.
Deliver executive-level presentations and technical conversations that clearly articulate the value of CyberArk / Idira solutions.
Build and maintain strong relationships with channel partners, VARs, systems integrators, and technology partners across the territory.
Develop joint account strategies with partners and leverage the ecosystem to create new opportunities and accelerate sales cycles.
Partner closely with Sales Engineering, Customer Success, Marketing, Professional Services, and other internal teams to develop and execute account strategies.
Build multi-threaded relationships within strategic accounts rather than relying on a single point of contact.
Maintain accurate pipeline, forecasting, and opportunity management with a high degree of rigor and accountability.
Negotiate complex enterprise agreements and navigate sophisticated procurement, legal, security, and executive approval processes.
Consistently prospect, create pipeline, and advance opportunities while maintaining a strong focus on quarterly and annual revenue objectives.
Qualifications
- Proven enterprise sales success selling Identity and/or Cybersecurity solutions into large, complex organizations.
- Demonstrated success managing and growing a portfolio of strategic enterprise accounts.
- Strong understanding of the Identity Security market and the business and technical challenges facing enterprise organizations.
- Established relationships across the Arizona and Nevada enterprise technology and security community.
- A strong, established channel network and demonstrated ability to leverage partners to create and close business.
- Strong relationships with relevant technology partners and the ability to develop joint go-to-market and account strategies.
- Demonstrated ability to sell to both executive and highly technical audiences.
- Exceptional discovery and listening skills, with the ability to understand complex customer environments before positioning a solution.
- Strong presentation skills and the ability to simplify complex technical concepts into compelling business value.