Principal Enterprise Account Executive Education

As an Senior Enterprise Account Executive at Cyber Ark you are responsible for driving new business and expanding existing accounts within the higher education sector. As a trusted advisor to customers you will lead complex sales cycles orchestrate cross-functional teams and deliver Cyber Arks Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role not product pitching requiring you to uncover business problems map them to Cyber Arks value and drive outcomes through a strategic engagement approach.

You will work with internal and external partners and leverage AI-enabled sales tools to engage influence and win.

Ownership of Full Sales Cycle & Forecasting :

• Lead end-to-end sales processes from prospecting and qualification through to close ensuring alignment with customer business outcomes and Cyber Arks value proposition with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce Clari Gong Demandbase) to drive pipeline health deal progression and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation procurement and day-to-day business operations.

Deliver Business Outcomes Through Consultative Selling :

• Understand customer priorities and translate Cyber Arks platform into tangible business value and technical relevance.
• Lead with insights not features this is a solution-led outcome-driven role.

Build Executive and Multi-Level Relationships :

• Engage and influence stakeholders at multiple levels including CxO security leaders procurement and technical teams.
• Develop champions and foster account trust that supports long-term growth and expansion.

Orchestrate the Broader Sales Team :

• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across Cyber Arks portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

Work Across the Ecosystem :

• Drive collaboration with channel partners GSIs hyperscalers and alliances to extend reach and strengthen execution.
• Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.

Territory Planning and Execution :

• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace drive expansion and ensure alignment with Cyber Arks growth goals.

Use of AI-Enabled Sales Tools :

• Leverage tools like Gong and Demandbase to extract insights personalize outreach and increase sales productivity.

Market Insight and Domain Knowledge :

• Stay current on higher education cybersecurity trends compliance requirements and technology adoption patterns.

Sales and Commercial Acumen :

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome-oriented with strong commercial judgment and quota ownership mindset.

Domain Expertise :

• Familiarity with cybersecurity principles including identity security PAM IAM Zero Trust and compliance-driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

Channel and Ecosystem Experience :

• Experience working with channel partners cloud providers and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths :

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative coachable and resilient with a passion for team-based success.

Sales Process and Tool Familiarity :

• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce Clari Gong Demandbase and other digital selling tools to drive efficiency and insight.

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