Senior Identity Account Executive

This is a fully remote position, open to applicants in Arizona.

📋 Description

• Lead the enterprise business operations across Arizona and Nevada.

• Take ownership of and implement account strategy for around 30 designated enterprise accounts.

• Cultivate an understanding of account priorities, security initiatives, organizational structures, technology environments, and key decision-makers.

• Enhance relationships and revenue for CyberArk/Idira within existing client accounts.

• Identify and secure new enterprise customers through proactive outreach.

• Establish connections with CISOs, CIOs, security leaders, architects, infrastructure teams, application teams, and business stakeholders.

• Provide guidance to customers on Identity Security, Privileged Access, Workforce Identity, Customer Identity, Machine Identity, and associated security challenges.

• Conduct discovery sessions with both business and technical audiences, translating issues into business outcomes.

• Deliver executive presentations and engage in technical discussions that articulate the value of CyberArk/Idira solutions.

• Build partnerships with channel partners, VARs, systems integrators, and technology partners.

• Formulate joint account strategies and utilize the ecosystem to create opportunities and expedite sales cycles.

• Collaborate with Sales Engineering, Customer Success, Marketing, Professional Services, and internal teams.

• Establish multi-threaded relationships within key strategic accounts.

• Maintain accurate records of pipeline, forecasting, and opportunity management.

• Negotiate complex enterprise agreements and navigate through procurement, legal, security, and executive approvals.

• Consistently prospect, build a pipeline, advance opportunities, and achieve quarterly and annual revenue targets.

⛳️ Requirements

• Proven track record of success in enterprise sales of Identity and/or Cybersecurity solutions to large, complex organizations.

• Demonstrated ability to manage and expand strategic enterprise accounts.

• Strong understanding of the Identity Security market along with enterprise business and technical challenges.

• Established connections within the Arizona and Nevada enterprise technology and security community.

• Established channel network with the capability to leverage partners for business creation and closure.

• Relationships with relevant technology partners and the ability to formulate joint go-to-market and account strategies.

• Ability to engage and sell to both executive and highly technical audiences.

• Exceptional discovery and listening abilities.

• Strong presentation skills with the capability to distill complex technical concepts into compelling business value.

• Experience navigating lengthy and intricate enterprise sales cycles involving multiple stakeholders and decision-makers.

• Proficient in building relationships at the C-suite, executive, practitioner, and technical architecture levels.

• Disciplined in territory planning, pipeline development, forecasting, and opportunity management.

• Collaborative and team-oriented approach with the ability to coordinate internal and external resources effectively.

• High level of ownership, urgency, resilience, and accountability.

• Reliable transportation available for business meetings and events.

• Valid driver’s license necessary for travel related to company business.

• Applicants must not require immigration sponsorship; the company does not sponsor work visas.

🏝️ Benefits

• Restricted stock units may be part of the compensation package.

• A bonus structure may be included.

• Employee benefits are available (specific benefits listed separately).

• Reasonable accommodations for qualified individuals with disabilities or special needs.

• Commitment to equal opportunity employment.