Job Description

The Strategic Account Manager is part of the EMEA Transformation Office and is responsible for supporting some of the largest customers in EMEA to achieve faster maturity in their Identity Security Program. We help these customers to convert, modernize and redefine their Identity Security or Legacy PAM program, developing new strategies for securing privileged access across their modern environments, often dovetailed with digital transformation, cloud adoption or data center modernization efforts. The role reports to the AVP EMEA, Transformation.

Responsibilities:

• Manage a small existing large enterprise customer accounts (and their subsidiaries), retaining and growing revenue/ ARR through timely renewals, uplifts and cross-sell to drive positive NRR.
• Drive transformation programs, aligning closely with the wider teams.
• Identify and engage new stakeholders, in new areas of investment outside of traditional PAM, building compelling business justifications.
• Cultivate and manage relationships with strategic partners, alliances and advisories to understand companies’ strategic investment agendas.
• Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
• Build and advance near-term and long-term qualified pipeline 
• Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
• Perform bi-weekly 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.

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Qualifications

What you need to succeed:

• Proven success in engaging with C-level executives and influencing strategic decision-making through B2B software sales
• Experience in managing and closing large-scale deals (8-figure+) with a strong ability to navigate complex sales cycles and multiple stakeholders in enterprise FSI accounts.
• A knack for asking insightful, strategic questions that uncover key business needs and drive tailored solutions.
• Ability to thrive in dynamic environments, adjusting quickly to new challenges and shifting priorities.
• Privileged Access Management or Identity Access Management experience is ideal
• Ability to craft and articulate compelling business propositions
• Experience selling SaaS/Subscription/Cloud solutions preferred
• Experience working effectively with advisory, channel, and ecosystem partners to drive sales and create impactful solutions is a plus.
• Challenge the status quo in legacy engagement