Strategic Account Manager - DACH (M/W/D)

Cyberark; Düsseldorf; Vor Ort; EUR 60.000 - 80.000; Vollzeit

Zusammenfassung

An established industry player is seeking a Strategic Account Manager to lead transformative identity security initiatives for large enterprise customers. In this pivotal role, you will engage with C-level executives, manage significant accounts, and drive revenue growth through innovative strategies. Your expertise in navigating complex sales cycles and building relationships with strategic partners will be crucial in delivering tailored solutions that meet evolving business needs. This role offers a dynamic environment where your contributions will directly impact the success of clients' identity security programs, making it an exciting opportunity for those passionate about technology and sales.

Qualifikationen

• Proven success in engaging with C-level executives and influencing decisions.
• Experience managing large-scale deals and navigating complex sales cycles.

Aufgaben

• Manage large enterprise customer accounts, retaining and growing revenue.
• Drive transformation programs and engage new stakeholders for investment.

Kenntnisse

B2B Software Sales

C-level Engagement

Strategic Decision-Making

Complex Sales Cycles

Privileged Access Management

Identity Access Management

SaaS Sales

Negotiation Skills

Jobbeschreibung

The Strategic Account Manager is part of the EMEA Transformation Office and is responsible for supporting some of the largest customers in EMEA to achieve faster maturity in their Identity Security Program. We help these customers to convert, modernize and redefine their Identity Security or Legacy PAM program, developing new strategies for securing privileged access across their modern environments, often dovetailed with digital transformation, cloud adoption or data center modernization efforts. The role reports to the AVP EMEA, Transformation.

Responsibilities:

1. Manage a selective existing large enterprise customer accounts (and their subsidiaries), retaining and growing revenue / ARR through timely renewals, uplifts and cross-sell to drive positive NRR.
2. Drive transformation programs, aligning closely with the wider teams.
3. Identify and engage new stakeholders, in new areas of investment outside of traditional PAM, building compelling business justifications.
4. Cultivate and manage relationships with strategic partners, alliances and advisories to understand companies’ strategic investment agendas.
5. Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs).
6. Build and advance near-term and long-term qualified pipeline.
7. Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts.
8. Perform bi-weekly 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.
9. 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.

Qualifications

What you need to succeed:

1. Proven success in engaging with C-level executives and influencing strategic decision-making through B2B software sales.
2. Experience in managing and closing large-scale deals (8-figure+) with a strong ability to navigate complex sales cycles and multiple stakeholders in enterprise accounts.
3. A knack for asking insightful, strategic questions that uncover key business needs and drive tailored solutions.
4. Ability to thrive in dynamic environments, adjusting quickly to new challenges and shifting priorities.
5. Privileged Access Management or Identity Access Management experience is ideal.
6. Ability to craft and articulate compelling business propositions.
7. Experience selling SaaS / Subscription / Cloud solutions preferred.
8. Experience working effectively with advisory, channel, and ecosystem partners to drive sales and create impactful solutions is a plus.
9. Challenge the status quo in legacy engagement.

Additional Information

We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy.

CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.