Major Account Executive

CyberArk is a security business that always aims for sustainable growth. As a Major Account Executive, you will work with enterprise-scale customers. Our Major Account Executives are always customer-facing and are expected to spend a large portion of their time building and maintaining meaningful relationships with new and existing enterprise clients. A Major Account Executive here at CyberArk will manage the whole sales cycle, working as the focal point for the team of Solution Engineers, Channel Account Managers, Customer Success Managers, Marketing experts and all the other supporting resources.

This Major Account Executive will be looking after Public, Defense and Aerospace sector in the Netherlands.

Responsibilities:

• Developing in collaboration with management territory plans for a defined set of accounts in Netherlands.
• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.
• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.
• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.
• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.
• Accurately forecast business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.
• Operate in a team environment both within the Major Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.
• Work effectively with our multiple channel partners to extend our sales and delivery reach.

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Requirements

• You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises in Netherlands.
• You can relate IT to business objectives.
• Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.
• Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.
• Active network of contacts across the Dutch Public Sector customer and partner ecosystem.
• Expert in MEDDPICC and Command of the Message sales methodology.
• Fluent in Dutch & English