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

TN Germany; Düsseldorf; Vor Ort; EUR 60.000 - 100.000; Vollzeit

Zusammenfassung

An established industry player is seeking a Strategic Account Manager to support major customers in their Identity Security journey. This role involves engaging with C-level executives, managing large-scale deals, and driving transformation programs. The ideal candidate will thrive in dynamic environments, navigating complex sales cycles while crafting compelling business propositions. Join a diverse and inclusive team that values innovation and collaboration, and play a key role in redefining security strategies for leading enterprises in EMEA.

Qualifikationen

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

Aufgaben

• Manage existing large enterprise customer accounts to grow revenue.
• Drive transformation programs and align with wider teams.

Kenntnisse

B2B Software Sales

C-Level Engagement

Sales Cycle Navigation

Strategic Questioning

Privileged Access Management

SaaS/Subscription Sales

Jobbeschreibung

Job Description

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 list of 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 wider teams.
3. Identify and engage new stakeholders in areas of investment outside 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. Manage all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing contracts.
8. Conduct bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess account status and expedite roll-out and up-sale/cross-sale processes.
9. Collaborate with CyberArk technical experts to present compelling stories on our products’ strengths and capabilities to win deals.

Qualifications

What you need to succeed:

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

Additional Information

We are committed to fostering a diverse and inclusive workplace, celebrating every individual's background and contribution. We believe embracing diversity drives innovation and strengthens our team. Inclusion is central to our identity and success. All qualified applicants will receive consideration without regard to race, color, age, religion, sex, sexual orientation, gender identity, or disability. Candidates are required to complete a background check upon conditional employment offer.

CyberArk is an equal opportunities employer. Please inform the EMEA Talent Acquisition team of any special arrangements needed for your interview to accommodate your needs.