Principal Account Executive - Middle East
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Key skills for this role
About the Role
Palo Alto Networks is seeking a Principal Enterprise Account Executive to drive new business and expand existing accounts in the Middle East. This consultative sales role involves leading complex sales cycles, building executive relationships, and leveraging AI-enabled tools.
Key Skills for This Role
Responsibilities
- Lead end to end sales processes from prospecting to close, ensuring alignment with customer business outcomes.
- Own and manage pipeline and forecast with rigor using structured methodologies like MEDDPICC.
- Understand customer priorities and translate CyberArk's platform into tangible business value.
- Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement.
- Collaborate with Solution Sales Specialists and internal teams to penetrate new areas.
- Drive collaboration with channel partners, GSIs, hyperscalers, and alliances.
- Own territory strategy and build comprehensive account plans for key targets.
- Leverage AI enabled sales tools like Gong and Demandbase to extract insights and personalize outreach.
Requirements
- Proven track record of closing complex enterprise deals in cybersecurity or enterprise SaaS
- Demonstrated ability to grow new logos and expand within existing customers
- Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust
- Experience working with channel partners, cloud providers, and GSIs
- Strong executive presence and influencing skills
- Skilled in sales methodologies such as MEDDPICC and Command of the Message
- Comfortable using Salesforce, Clari, Gong, Demandbase
Full Job Posting
Role Overview
- As a Principal Enterprise Account Executive at CyberArk, you are responsible for driving new business and expanding existing accounts within your territory.
- You will lead complex sales cycles, orchestrate cross functional teams, and deliver CyberArk’s Identity Security solutions.
Key Responsibilities
- Lead end to end sales processes, from prospecting and qualification through to close.
- Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC.
- Drive business outcomes with a strong bias for action across negotiation, procurement, and day to day business operations.
- Understand customer priorities and translate CyberArk’s platform into tangible business value.
- Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
- Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas.
- Drive collaboration with channel partners, GSIs, hyperscalers, and alliances.
- Own your territory strategy and build comprehensive account plans for key targets.
- Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.
- Stay on top of cybersecurity trends, competitor movements, and customer challenges.
Qualifications
- Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
- Demonstrated ability to grow new logos and expand within existing customers.
- Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance driven selling.
- Experience working with channel partners, cloud providers, and GSIs to co sell.
- Strong executive presence and influencing skills across all customer levels.
- Skilled in sales methodologies such as MEDDPICC and Command of the Message.
- Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools.
Our Mission
- At Palo Alto Networks, we are united by a shared mission to protect our digital way of life.
- We thrive at the intersection of innovation and impact, solving real world problems with cutting edge technology.
Additional Information
- This role is remote, but distance is no barrier to impact.
- Is role eligible for Immigration Sponsorship? No.
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