Federal Account Executive Cyber Ark
Account Executives are responsible to meet their assigned quota by selling to new and existing customers in their assigned territory. They manage the full sales cycle of all deals in their region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self generated leads, performing product demos, answering industry, company and technical questions, negotiating terms and prices and closing deals.
Responsibilities may include, but are not limited to:
Penetration of Public and DoD Federal agencies, and related GSE?s, to identify and drive Privileged Identity Management (PIM), Highly Sensitive Information Management (HSIM), and other information security driven challenges
Driving new PIM/HSIM business from new and existing commercial targets in the Mid-Atlantic territory.
Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations.
Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to the Federal Government
Generate leads by scheduling and presenting in local seminars
Follow up on incoming leads, schedule and present in remote or onsite meetings
Demonstrate the product?s capabilities, present the architecture and answer any technical questions
Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events
Follow up continuously on all potential sales processes to advance them towards closing
Negotiate terms/pricing and close deals
Perform bi-weekly meetings with the territory SE and Professional Services Engineers to assess the status of all existing accounts, and to expedite the rollout and up-sale/cross-sale processes
Schedule remote or onsite product evaluations performed by the territory SE
30% to 40% travel.
Skills required of all employees on the Sales Team:
Excellent client facing and presentation skills
Ability to manage time well and constantly engage customers and prospects in order to fill the pipeline
Ability to motivate and work effectively with the territory team, including the SE, Inside sales, channel manager and the deployment engineers
Ability to independently communicate with technically savvy customers and to provide them with any technical or business related information they require
Ability to apply technical skills in a business related role
Excellent communication and presentation skills
Excited to work in a fast-paced, rapidly expanding company
5-7 years as an enterprise software sales executive in the Federal space (Public and DoD)
3-5 years as an enterprise software sales executive in the Mid-Atlantic commercial sector
Track record of success in identifying, cultivating and closing significant deals with the Federal Government
3-5 years of sales engineering, programming and/ or technical Implementation/support experience is a plus
Ability to conduct executive level presentations and ?issue oriented? educational seminars
Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in Federal agencies to select and implement information security solutions.
Ability to conduct technical presentations and product demonstrations, as needed
Located in Washington DC, or nearby location
Knowledge of Information Security and/or Network Architecture desired
CISSP, MBA, and/or Bachelor?s Degree in Computer Science desired
||57 Wells Avenue |
Newton, MA 02459