Principal Account Executive - Middle East
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Key skills for this role
About the Role
Palo Alto Networks is seeking a Principal Account Executive to drive new business and expand accounts in the Middle East. You will lead complex sales cycles for cybersecurity solutions, build executive relationships, and collaborate with partners.
Key Skills for This Role
Responsibilities
- Lead end to end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk’s value proposition
- Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase)
- Understand customer priorities and translate CyberArk’s platform into tangible business value and technical relevance
- 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 and co sell across CyberArk’s portfolio
Requirements
- 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
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.
- This is a consultative sales role, requiring you to uncover business problems, map them to CyberArk’s value, and drive outcomes through a strategic engagement approach.
Key Responsibilities
- Ownership of Full Sales Cycle & Forecasting: Lead end to end sales processes, own pipeline and forecast, drive business outcomes.
- Deliver Business Outcomes Through Consultative Selling: Understand customer priorities and translate CyberArk’s platform into tangible business value.
- Build Executive and Multi Level Relationships: Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
- Orchestrate the Broader Sales Team: Collaborate with Solution Sales Specialists and internal teams to co sell across CyberArk’s portfolio.
- Work Across the Ecosystem: Drive collaboration with channel partners, GSIs, hyperscalers, and alliances.
- Territory Planning and Execution: Own territory strategy and build comprehensive account plans.
- Use of AI Enabled Sales Tools: Leverage tools like Gong and Demandbase to extract insights and increase sales productivity.
- Market Insight and Domain Knowledge: Stay on top of cybersecurity trends, competitor movements, and customer challenges.
Qualifications
- Sales and Commercial Acumen: Proven track record of closing complex enterprise deals in cybersecurity or enterprise SaaS; demonstrated ability to grow new logos and expand within existing customers.
- Domain Expertise: Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance driven selling.
- Channel and Ecosystem Experience: Experience working with channel partners, cloud providers, and GSIs to co sell.
- Interpersonal Strengths: Strong executive presence and influencing skills; commercial curiosity; collaborative and resilient.
- Sales Process and Tool Familiarity: Skilled in MEDDPICC and Command of the Message; comfortable using Salesforce, Clari, Gong, Demandbase.
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