Principal Account Executive - India (Delhi based)

About CyberArk:
CyberArk (NASDAQ: CYBR), is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit our CyberArk blogs or follow us on Twitter, LinkedIn or Facebook.

As an Account Executive, you will be responsible for meeting your sales quota by engaging with both new and existing customers within your designated territory. You will manage the entire sales cycle for all deals in your region, including indirect deals. Your tasks will include organizing and presenting at local seminars, following up on leads (both incoming and self-generated), conducting product demonstrations, addressing industry, company, and basic technical inquiries independently, negotiating terms and pricing, and closing deals. 

• Penetrate a defined account list to promote and sell the Privileged Account Security Solution and Highly Sensitive Information Management (HSIM). 
• Generate new business for Privileged Account Security/HSIM from both new and existing enterprise accounts. 
• Engage and penetrate at the CxO level, as well as risk, auditor, and practitioner/IT levels within organizations. 
• Identify, cultivate, and formalize relationships with key partners and third parties involved in advising on and selling information security solutions to enterprises. 
• Schedule and present at local seminars to generate leads. 
• Pursue incoming leads and schedule remote or onsite meetings. 
• Clearly present and demonstrate the product’s value proposition and capabilities. 
• Work with local VARs to transfer knowledge and conduct joint marketing events. 
• Continuously follow up on all potential sales processes to move them towards closing. 
• Negotiate terms and pricing, and close deals. 
• Conduct bi-weekly meetings with the territory Sales Engineers (SE) and Professional Services Engineers to review the status of existing accounts and expedite rollout and up-sale/cross-sale processes. 
• Schedule remote or onsite product evaluations with the territory SE. 

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• Bachelor’s Degree in Engineering from a premier university. 
• Over 10 years as an enterprise software sales executive in Delhi, with a preference for security experience. 
• Demonstrated track record of identifying, cultivating, and closing deals. 
• Experience in sales engineering, programming, and/or technical implementation is a plus. 
• Ability to conduct executive-level presentations and educational seminars focused on specific issues. 
• Proven ability to coordinate and motivate internal and external influencers within enterprises to select and implement information security solutions. 
• Ability to conduct technical presentations and product demonstrations as needed. 
• Desired knowledge of Information Security and/or Network Architecture.