Strategic Account Executive, Germany- Banking

vor 2 Monaten

Munich, Deutschland CyberArk Vollzeit

Date: Mar 29, 2023- Location: Germany, Munich- Job Category: Sales- Department: Go To Market**About CyberArk**:
Are you aware of BAIT and DORA? IT Security in Enterprise high-performance critical environments is your home turf?

Within this specifically strong vertical of Banking, we are looking for an expert with a good network and track record to win customers based on values, serving compliance needs, explaining operational benefits, and enabling new business ideas. The already huge client base needs to be expanded into new areas and solutions and existing solutions into new use cases. Therefore, excellent account management skills are essential to this role.

Strategic Account Executive is responsible for planning, executing and (over) delivering against the set quota to meet the Banking vertical's assigned quota. Being a Subscription and SaaS company, CARE (Close, Adopt, Renew, Expand) of your customers is essential. Strategic 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 an identity security and 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 strategic account manager in the given named account set Banking of enterprise accounts is key to success in this role.

**Responsibilities**:

- Penetration of specified target prospect and customer set to identify and drive Identity Security and Privileged Account Management (PAM) and other information security driven challenges
- Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations (Security, Identity, Operations, Endpoint, Developers)
- Identification, cultivation and formalization 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)
- Generate leads, nurturing constantly inbound opportunities in the sales funnel
- Follow up on incoming leads, schedule and present in remote or onsite meetings
- Work and recruit with local VARs and Advisories: transfer knowledge and motivate their management and account executives; perform mutual marketing & sales events
- Follow up continuously on all potential sales processes to advance them towards closing
- Negotiate terms/pricing and close deals
- Perform regular meetings with the Sales Manager Germany to assess the status of accounts, opportunities and new logo strategy, and to expedite the rollout and up-sale/cross-sale processes
- Schedule remote or onsite product evaluations performed by the assigned Sales Engineer
- Being a leader to the local partner sales rep to drive indirect opportunities while being a challenger’s consultant to the customer

**Requirements**:

- 5 years plus - successful enterprise sales / key account management experience
- Proven track record and network of contacts of banking customers in Germany
- Understanding of use-cases, requirements and compliance needs in securing sensitive data and IT systems of customers by qualifying identity security opportunities
- Experienced in Enterprise Sales within Software industry, Information Security or Identity Management solutions.
- Experienced extended sales cycles on large deals, SaaS and Subscription proven track record.
- Knowledge in Cyber Security, Identity Management, Database Management, SIEM and Compliance or Information Security, Enterprise IT experience
- Active network of contacts across Enterprise customer ecosystem

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