Senior Account Executive - Sweden

<h3>Company Description</h3><p><strong>About CyberArk</strong>:<br/> <a href="http://www.cyberark.com/">CyberArk</a> (NASDAQ: <a href="http://investors.cyberark.com/phoenix.zhtml?c=253582&amp;p=irol-irhome">CYBR</a>), is the global leader in <a href="https://www.cyberark.com/products/">Identity Security</a>. 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 <a href="http://www.cyberark.com/">CyberArk</a>, visit our CyberArk <a href="https://www.cyberark.com/company/newsroom/#blogs">blogs</a> or follow us on <a href="https://twitter.com/CyberArk">X</a>, <a href="https://www.linkedin.com/company/cyber-ark-software">LinkedIn</a> or <a href="https://www.facebook.com/CyberArk/">Facebook</a>.</p><h3>Job Description</h3><p>The Enterprise Account Executive is responsible to meet the assigned quota by selling to new and existing customers in the assigned territory. The Enterprise Account Executive occupies a customer-facing and is expected to spend a large portion of their time building and maintaining meaningful relationships with new and existing enterprise clients. They manage the entire sales cycle of all deals in his/her region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self- generated leads, negotiating terms and prices, and closing deals.</p><p><strong>Responsibilities:</strong></p><ul><li>Develop in collaboration with management territory plans for a defined set of accounts.</li><li>Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.</li><li>Plan engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.</li><li>Qualify sales opportunities with MEDDPICC methodology.</li><li>Leverage the Force Management sales methodology in customer interactions to drive positive business outcomes.</li><li>Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organizations.</li><li>Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.</li><li>Lead the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.</li><li>Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.</li><li>Operate in a team environment both within the Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.</li><li>Work effectively with our multiple channel partners to extend our sales and delivery reach.</li><li>Negotiate terms/pricing and close deals</li></ul><p>#LI-FH1</p><h3>Qualifications</h3><ul><li>Experience Successfully Selling into Major Enterprise Customers in Sweden</li><li>Demonstrated ability to Maximise White Space by selling “Full Portfolio” of Solutions</li><li>You have Proven success in SaaS and subscription sales, preferably in large transformative software solutions sold to Major Enterprises.</li><li>Demonstrated Capability of working Collaboratively with Ecosystem Partners such as Resellers, Advisories, Hyperscalers and Technology Alliances</li><li>Have previously successful worked and orchestrated in collaboration with Solution Sales Specialists (i.e Overlay Teams)</li><li>You can relate IT to business objectives to drive Business Value and Outcomes with a Customer First focus</li><li>Have Developed and Executed Territory Plans to Drive Growth</li><li>Understanding of business and technology use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.</li><li>Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.</li><li>Familiar with MEDDPICC and Command of the Message</li><li>Use of AI tools to drive opportunities and engagement such as Gong and Demand Base</li></ul><h3>Additional Information</h3><p>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