Principal Account Executive, Machine Identity- NJ/PA

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 X, LinkedIn or Facebook.

As a Principal Enterprise Account Executive supporting MIS, you’ll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world.  

You will manage sales activities for potential in a defined territory and set of target accounts. Wield proven expertise in building relationships at the C-Level and technical teams, and sell complex solutions to large, complicated customer environments.  

The Principal Enterprise Account Executives collaborate with Sales Development, Solution Architects and Professional Services team as equal partners in the quest to land new customers.  Account executives will also have a subset of accounts to cross sell and upsell.  

Account Executives will also work closely with their CyberArk counterparts to drive pipeline and work to land Venafi into all existing CyberArk accounts.  

 Key Result Areas:  

• Prospecting and winning new accounts targeted at large enterprises 
• Collaborate with other team members in CyberArk’s Sales, Support, and Services teams to foster a strong sense of community and information sharing 
• Execute sales cycles following the CyberArk Playbook 
• Win against the competition selling the value of CyberArk’s platform 
• Educate C-Level and technical teams, resulting in sponsorship on Machine Identity Security projects 
• Build relationships with executive decision makers 
• Build trust and credibility at multiple levels in target named accounts 
• Represent CyberArk at local and/or industry events (as needed) 
• Maintain accurate Salesforce CRM information 
• 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 activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts  
• Perform consistently scheduled 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  
• Travel as necessary to client locations 

#LI-MR2

• Bachelor’s degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)  
• Experience selling SaaS/Subscription/Cloud software solutions  
• History of quota attainment and overachievement 
• Experience leveraging Partners to build business is a plus 
• Value sales experience selling Cloud Native or SaaS products 
• Effectiveness in building relationships within client and prospect companies at the CXO and technical level 
• Demonstrated ability to adapt and evolve and onboard new ideas 
• Use of modern selling tools 
• Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations  
• Discovery skills, asking insightful questions  
• Adaptability to a changing environment  
• Privileged Access Management or Identity Access Management or CodeSign experience a plus  
• Ability to craft and articulate compelling business propositions  
• Outstanding presentation, written and verbal communication skills  
• Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred  
• Demonstrated commitment to continued learning and self-improvement 
• Sales success in startup or midmarket environment 
• Cybersecurity experience 

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 $95,000 – $160,000/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.