- Company Name
- CyberArk
- Job Title
- Principal Enterprise Account Executive - Higher Education
- Job Description
-
**Job Title:** Principal Enterprise Account Executive – Higher Education
**Role Summary:**
Lead end‑to‑end sales of CyberArk’s identity security solutions to higher education institutions. Own the entire pipeline, deliver consultative, outcome‑driven engagement, and drive quota attainment while collaborating with solution specialists, channel partners, and internal teams.
**Expectations:**
- Achieve or exceed annual sales quota and pipeline targets.
- Build and maintain executive‑level relationships across CxO, security, procurement, and technical teams.
- Demonstrate deep industry knowledge of higher‑education cybersecurity trends and compliance.
- Leverage AI‑enabled selling tools and structured methodologies to optimise pipeline health and forecasting accuracy.
**Key Responsibilities:**
- Own the full sales cycle – prospect, qualify, negotiate, close, and post‑sale expansion.
- Manage and forecast pipeline using MEDDPICC, Salesforce, Clari, Gong, and Demandbase.
- Apply consultative selling to translate CyberArk’s platform into tangible business value for higher‑education customers.
- Develop executive champions, foster trust, and identify expansion opportunities within existing accounts.
- Collaborate with Solution Sales Specialists and internal teams to co‑sell across the portfolio.
- Partner with channel partners, GSIs, hyperscalers, and alliances to drive joint pipeline growth.
- Create and execute territory strategy and comprehensive account plans for key targets.
- Stay current on industry trends, compliance requirements, and technology adoption patterns.
**Required Skills:**
- Proven success closing complex enterprise SaaS or cybersecurity deals; 5+ years in enterprise sales.
- Expertise in identity security, PAM, IAM, Zero Trust, and compliance‑driven selling.
- Strong executive presence, influencing skills, and active listening.
- Mastery of MEDDPICC and “Command of the Message” sales frameworks.
- Proficiency with Salesforce, Clari, Gong, Demandbase, and other digital selling tools.
- Ability to collaborate, coach, and exhibit resilience in a team‑oriented environment.
**Required Education & Certifications:**
- Bachelor’s degree in Business, IT, or related field (or equivalent practical experience).
- Sales experience in enterprise SaaS or cybersecurity; cybersecurity certification (e.g., CISSP, CISM) is a plus.