Principal Account Executive, Machine Identity- NY at Cyberark1

As a Principal Account Executive supporting MIS, you’ll be part of an extremely motivated, dedicated, and experienced team that protects many of the largest organizations in the world.    You will manage sales activities for potential in a defined territory and set of target accounts. Wield proven expertise in building relationships at the C-Level and technical teams, and sell complex solutions to large, complicated customer environments.    The Principal Account Executives collaborate with Sales Development, Solution Architects and Professional Services team as equal partners in the quest to land new customers.  Account executives will also have a subset of accounts to cross sell and upsell.    Account Executives will also work closely with their CyberArk counterparts to drive pipeline and work to land Venafi into all existing CyberArk accounts.        Key Result Areas:    • Prospecting and winning new accounts targeted at large enterprises   • Collaborate with other team members in CyberArk’s Sales, Support, and Services teams to foster a strong sense of community and information sharing   • Execute sales cycles following the CyberArk Playbook   • Win against the competition selling the value of CyberArk’s platform   • Educate C-Level and technical teams, resulting in sponsorship on Machine Identity Security projects   • Build relationships with executive decision makers   • Build trust and credibility at multiple levels in target named accounts   • Represent CyberArk at local and/or industry events (as needed)   • Maintain accurate Salesforce CRM information   • Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)    • Build and advance near-term and long-term qualified pipeline    • Selling into various stakeholders: IT side and Business side    • C-level engagements, positioning and proposal    • Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success    • Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts    • Perform consistently scheduled meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes    • Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.    • Cultivate and manage relationships with partners and alliances    • Travel as necessary to client locations