Account Executive - SLED

The Account Executive - SLED at CyberArk is responsible for driving new business from various State and Local Government Departments and Educational Institutions. Key responsibilities include formulating and executing a business plan that targets both new and existing accounts, managing relationships with stakeholders at all levels, and ensuring effective pipeline development, forecasting, and closing of deals.

For the Account Executive - SLED role at CyberArk, candidates should have at least 8 years of sales experience, including 4 years in enterprise sales focused on State and Local Government and Education accounts. A Bachelor’s degree or equivalent work experience is required, along with experience in high-value B2B software sales and exceptional communication skills.

Success for the Account Executive - SLED at CyberArk is characterized by the ability to close significant deals, cultivate lasting relationships with clients and partners, and effectively manage complex sales cycles. Meeting or exceeding quarterly and annual business targets while engaging productively with internal teams will also define success in this role.

The compensation for the Account Executive - SLED position at CyberArk ranges from $107,000 to $180,000 per year, along with commissions and discretionary bonuses based on performance. The package also includes various benefits such as medical, dental, and financial perks that add value beyond the base salary.

The environment at CyberArk is collaborative and fast-paced, with a strong emphasis on professional development and teamwork. As an Account Executive - SLED, you’ll find a supportive team that values innovation and creativity, allowing you to thrive as you drive impactful contributions in the cybersecurity landscape.

When answering this question, focus on specific accounts you’ve managed, unique challenges you’ve faced in that sector, and how you overcame them. Highlight your relationships with key stakeholders and any significant achievements or deals you've closed within those sectors.

Describe a structured process for developing a territory plan that includes market analysis, identifying key accounts, setting measurable goals, and defining strategies for engagement. Share a specific example of a successful plan you've implemented in the past.

Discuss the importance of personalization and research prior to engaging C-level executives. Share strategies such as leveraging referrals, demonstrating value propositions succinctly, and understanding their industry challenges, which can facilitate meaningful conversations.

Explain your process for listening to objections carefully, validating the concerns, and providing evidence-based solutions. Sharing a real example of how you successfully handled an objection can showcase your problem-solving skills and resilience.

Outline your approach for regular communication, scheduled check-ins, and understanding client needs to proactively offer solutions. Mention the significance of follow-ups, feedback solicitation, and nurturing long-term client relationships.

Highlight your familiarity with specific CRM software, how you track client interactions, and manage your pipeline effectively. Mention reports and insights you generate from data to inform your sales strategies.

Discuss your methods for continuous learning, such as attending webinars and conferences, reading industry publications, and networking with peers. Highlight how keeping informed allows you to adapt your sales strategies accordingly.

Mention key performance indicators relevant to sales, such as revenue generated, number of deals closed, and growth in client base. Discuss how you analyze these metrics to refine your approach and drive growth.

Share a specific instance where collaboration with technical experts was crucial. Detail the steps you took to bridge the gap between client needs and technical capabilities, leading to a successful outcome.

Identify a strength relevant to the role, such as communication, persistence, or strategic thinking. Illustrate this with examples of how this strength has led to your successes in sales, particularly in challenging environments.