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State and Local Government Sales Specialist
2 months ago
About CyberArk:
CyberArk is the global leader in Identity Security, providing comprehensive security solutions for any identity - human or machine - across business applications, distributed workforces, hybrid cloud workloads, and the DevOps lifecycle.
The world's leading organizations trust CyberArk to secure their most critical assets.
Job Description:
CyberArk is seeking a seasoned sales professional to capture market share in the Global Fortune 2000.
The Enterprise Sales Executive will sell market-leading solutions by gaining a thorough understanding of the client's business needs.
A successful candidate will be responsible for formulating and executing a hyper-growth business plan that targets net new and existing territory accounts.
Key Responsibilities:
- Drive 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.
- Sell into various stakeholders, including IT and business-side C-level engagements, positioning, and proposal.
- Manage 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 expedite the roll-out and up-sale/cross-sale processes.
- Cultivate and manage relationships with partners and alliances.
Requirements:
- 8+ years of sales experience, with 4+ years in enterprise sales and 4+ years specifically in State and Local Government and Education accounts in the assigned geography.
- C-Level B2B software sales experience.
- Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales).
- Experience in closing 8+ figure deals.
- 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.
