Account Executive - SLED ( Northeast)

The Account Executive - SLED at CyberArk is tasked with driving new business from target accounts in State and Local Government, as well as Education sectors. This includes formulating territory plans, engaging with stakeholders, managing the sales pipeline, and collaborating with technical experts to deliver compelling sales presentations. You'll play a pivotal role in quarter-backing the extended team on opportunities, ensuring the sales process runs smoothly from prospecting to closing the deals.

To excel as an Account Executive - SLED at CyberArk, candidates should have at least eight years of sales experience, including a minimum of four years in enterprise sales focused specifically on State and Local Government and Education accounts. Experience in closing high-value, eight-figure deals, and a Bachelor's degree or equivalent work experience in cybersecurity B2B enterprise sales is also essential. Familiarity with Privileged Access Management or Identity Access Management is a plus.

The ideal candidate for the Account Executive - SLED position at CyberArk will have extensive experience in selling B2B software, particularly in the State, Local, and Education sectors. Successful applicants will demonstrate skill in cultivating complex sales cycles, engaging C-level executives, and selling SaaS or Cloud-based solutions. A strong background in account management and familiarity with advisory or channel partners will enhance your candidacy.

As an Account Executive - SLED at CyberArk, you will report directly to the Director of Public Sector North American Sales. You’ll be a crucial part of a dedicated sales team, working closely with Sales Engineers and Professional Services Engineers to assess account status and facilitate cross-selling and upselling strategies. This collaborative approach ensures you leverage the right resources to effectively close deals and exceed sales targets.

The compensation package for the Account Executive - SLED at CyberArk includes a competitive base salary ranging from $107,000 to $180,000 annually, plus commissions and discretionary bonuses based on performance. Beyond the salary, CyberArk offers a comprehensive benefits plan encompassing medical, dental, vision, financial assistance, and more, providing a robust safety net for our employees.

In approaching new sales opportunities, I begin by conducting thorough research on potential clients and their specific needs, especially within the public sector. Then, I develop a tailored strategy that aligns with their goals while leveraging CyberArk’s unique solutions to address their challenges. I prioritize building relationships and engaging with multiple stakeholders to ensure a comprehensive understanding of the client's business.

Managing a complex sales cycle in the public sector requires clear communication and relationship-building. I utilize my discovery skills to engage multiple stakeholders within the organization, ensuring I address their unique concerns and needs. I also keep detailed records of interactions and maintain a robust pipeline that informs our strategy and forecast.

For effective C-level engagement, I prioritize understanding their strategic objectives and presenting tailored solutions that align with their business vision. I rely on data-driven insights to illustrate the value CyberArk offers, addressing concerns proactively and fostering trust through regular communication and follow-ups.

I manage my sales pipeline using CRM tools that allow me to track progress, maintain organization, and prioritize accounts. I regularly review my pipeline to forecast opportunities accurately and use analytics to identify trends or areas of improvement. This ongoing assessment helps me make informed decisions and keep my sales strategy aligned with overall goals.

My approach to upselling and cross-selling involves deepening my understanding of the client’s existing use of our solutions. I identify potential gaps where CyberArk can add more value and strategize how to present additional offerings that align with their current objectives. Building strong relationships allows me to position these opportunities naturally, resulting in successful expansions.

I measure success in my sales role through a combination of meeting or exceeding sales targets, the quality of relationships I build, and feedback from clients regarding their experience with our solutions. Tracking my performance metrics alongside qualitative feedback helps me continuously improve and adapt my strategies for better results.

Once, I faced a challenge with a potential client hesitant about budgeting during an economic downturn. To overcome this, I demonstrated the long-term value and ROI our solutions provided, backed by case studies and testimonials from similar organizations. By adjusting our proposal to offer a phased implementation and flexible payment options, I facilitated their buy-in and successfully closed the deal.

My biggest strength as an Account Executive - SLED lies in my ability to listen and adapt to my client's evolving needs. I excel in building rapport, which fosters trust and ensures open communication throughout the sales process. This customer-centric approach enables me to anticipate challenges and provide tailored solutions that resonate with clients, driving satisfaction and results.

I stay informed about trends in the State and Local Government sectors through a combination of reading industry publications, participating in relevant webinars and conferences, and networking with peers in the field. Staying connected to the community helps me understand shifts in policy, funding, and technology adoption that could impact my clients and enhance my strategic approach.

Teamwork plays a crucial role in my approach as an Account Executive - SLED. Collaborating with Sales Engineers, Professional Services, and partners allows me to leverage diverse expertise and create a comprehensive strategy for every opportunity. By fostering open communication and supporting one another, we can collectively drive success and deliver the best solutions to our clients.