Job Description

Venafi is the leader in Machine Identity Management and has been recently acquired by CyberArk. Venafi serves hundreds of global companies, protecting their business through the deployment of its technologies. Together the 2 leaders offers a unique and comprehensive approach of identities (humans and machines) to their customers, simplifying and expanding governance and controls, accelerating crypto agility acquisition, and reducing risk exposure.

As a Venafi Account Executive, you’ll play a vital role in the success of CyberArk’s Machine Identity Security solutions and Business Unit.  This is a hybrid role specifically selling the full suite of our Machine Identity Management software platform and professional services to enterprise customers.

You will be responsible for the new customer acquisition and customer growth of Machine Identity Security Solutions in an assigned regional geography as a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the CyberArk account teams in your assigned region for prospecting, qualifying, and closing the created opportunities for CyberArk.

Responsibilities:

• Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities in order to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.
• You will be a central component of our organization driving MIS sales you will articulate your efforts and strategy leveraging the other profiles and teams at your disposal such as pre sales and post sales teams, Field marketing operations, Product Management or Channel.
• Establish and maintain customer relationships at the executive, business decisionmaker level including but not limited to CISO, CIO, and other executives responsible for identity management, security, risk, compliance, and governance.
• Develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
• Promote CyberArk’s Machine Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects’ and customers’ strategic initiatives but also broaden CyberArk product and solution capabilities.
• Drive account management responsibilities including solution improvement, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.

Qualifications

• Ideally, you have 7+ years of prior sales experience in cybersecurity, identity access management, Cryptography, or related markets.
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota
• A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity and leadership in the sale cycle management.
• A mastering of complex solution-selling technics, methodology and strategy will be a key success factor
• Excellent oral and written communication skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Ability to travel within assigned territory and other locations approximately 40% of the time.
• Bachelor’s degree or equivalent experience

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.