Strategic Account Executive – Transformation Specialist

This is a fully remote position, open to applicants in Netherlands, +1 more country.

📋 Description

• Collaborate closely with Account Executives on critical sales initiatives to enhance comprehensive portfolio sales and advance PAM modernization across various accounts.

• Promote Modern PAM and foster growth within existing accounts, exceeding the usual 2% of IT user engagement.

• Lead regional SaaS transformation and cross-selling efforts alongside Solution Architects, Customer Success Managers, and Product Specialists.

• Identify and engage unconventional stakeholders, constructing business justifications to secure new budget allocations.

• Broaden use cases and license consumption across parent companies, subsidiaries, and group entities.

• Recognize opportunities pertaining to non-human identities.

• Contribute to AE territory planning and participate in quarterly business reviews/ASRs.

• Oversee strategy for a select number of designated strategic and large accounts, collaboratively designed with the AE via ASRs.

• Support and enhance field AEs in customer modernization strategies, acting as a subject matter expert and strategic transformation leader.

• Advocate for global and regional PAM modernization initiatives across EMEA.

• Build relationships with channel partners, global system integrators, cloud providers, and advisory firms.

• Direct and coordinate extended account teams throughout the complete sales process.

• Engage C-level executives with strategic proposals, value propositions, and customized presentations.

• Oversee prospecting, pipeline development, opportunity forecasting, pricing negotiations, and contract finalization.

• Facilitate bi-weekly alignment meetings with territory AEs, Sales Engineers, and Professional Services Engineers.

• Mobilize technical experts to develop solution narratives and achieve competitive victories.

⛳️ Requirements

• Proven track record of successfully closing complex enterprise cybersecurity or SaaS software deals, with a history of quota ownership.

• Demonstrated capability to implement Modern PAM and drive growth within established accounts beyond the typical 2% of IT users.

• Strong commercial insight and negotiation expertise.

• In-depth knowledge of identity security, Privileged Access Management (PAM), Identity & Access Management (IAM), Zero Trust frameworks, and compliance-driven sales.

• Ability to translate technical environments and business use cases into strategic opportunities for cybersecurity solutions.

• Practical experience working with channel partners, hyperscalers/cloud platforms, and GSIs to co-sell and expedite go-to-market efforts.

• Exceptional communication and influencing abilities, capable of engaging stakeholders from technical teams to C-suite executives.

• Strong commercial curiosity and listening skills to identify hidden challenges and strategic initiatives.

• Highly collaborative, resilient, and coachable with a focus on team success.

• Proficient in structured enterprise sales methodologies (e.g., MEDDPICC, Command of the Message).

• Direct experience utilizing sales technologies to enhance pipeline management and execution (e.g., Salesforce, Clari, Gong, Demandbase).

• Must not require immigration sponsorship; the employer will not provide work visa sponsorship for this role.

🏝️ Benefits

• Reasonable accommodations for qualified individuals with disabilities.

• Equal opportunity employment.

• Confidential handling of applicant information in line with EEO guidelines.