Company Description
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.
Job Description
Sales Manager within CyberArk is responsible to meet the assigned quota by coaching and improving the Strategic and Major Account Executive team reporting to her/him. The dedicated account set is defined by a named list of verticalized, very large and large enterprises. The Sales Manager takes full accountability for the team and the team’s result, delivering against a given quota with the team and locally active partners.
The Sales Manager is the day-to-day Coach for her/his team. She/He drives for improvements short- and long-term and deals with all kind of requests and escalations from her/his team as well as from customers/prospects to solve them.
Also the Sales Manager interacts with the needed internal (e.g. Solutions Engineers, Customer Success, Channel Sales, Marketing, Product Management, Security Services, Finance, Legal) and external functions (e.g. partners, advisors) in a trusted way to drive sales and build long term relationships.
Responsibilities:
- Definition of target account set per Strategic / Major Account Executive and the associated quota
- Driving and advising on account planning in wider account team as well as execution against the plan
- Delivering against quota for the overall team (roll-up of team)
- Improving performance (ARR, product mix and and quality) of the team long term and help shaping and structuring large deals
- Support of the Account Executive with onsite-meetings as well as with coaching, identifying gaps and building dedicated plans to develop individuals to close the gaps
- Building trusted relationships in multiple buying centers at appropriate level of enterprise accounts and channel partners
- Defining the appropriate lead generation for the target accounts’ market and work with the “right” partners to deliver joint successful projects (go-to-market- strategy)
- Properly manage execution of sales cycle, processes like MEDDPICC and standard tasks like SalesForce hygiene and quoting
- Perform regular meetings with Area VP Northern Europe to assess the status of the business and how to improve/scale. Build plan and execute on this together with Area VP and peers.
#LI-HEH
Qualifications
- People Management Experience managing senior and diverse teams setup with a successful track record
- Experience in account management and long-term-partnerships for complex B2B technologies
- Enterprise Solution Selling Experience / MEDDPICC or similar
- Strong background of excellence in end-to-end, direct-touch Enterprise sales
- Clearly understands SaaS metrics and Subscription based business and applies them to high-growth and performance to build long-term ARR
- Experiences in Cyber Security, Identity Management, Compliance or Information Security as well as Cloud as a background
- Knowledgeable in the Dutch market with existing network
- Dutch native speaker
- Willingness to travel, with a drive to be in the Amsterdam office regularly
Additional Information
We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy.
CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.
What We Do
CyberArk 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.
For over a decade CyberArk has led the market in securing enterprises against cyber attacks that take cover behind insider privileges and attack critical enterprise assets. Today, only CyberArk is delivering a new category of targeted security solutions that help leaders stop reacting to cyber threats and get ahead of them, preventing attack escalation before irreparable business harm is done. At a time when auditors and regulators are recognizing that privileged accounts are the fast track for cyber attacks and demanding stronger protection, CyberArk’s security solutions master high-stakes compliance and audit requirements while arming businesses to protect what matters most.
With offices and authorized partners worldwide, CyberArk is a vital security partner to more than 6,770 global businesses, including:
More than 50% of the Fortune 500
More than 35% of the Global 2000
CyberArk has offices in the U.S, Israel, U.K., Singapore, Australia, France, Germany, Italy, Japan, Netherlands and Turkey.
