• Identify and develop new business opportunities to meet and exceed sales targets. • Build and maintain strong relationships with customers to understand their needs and deliver tailored solutions. • Prepare and present detailed proposals that address customer requirements including equipment, financing options, and operational benefits. • Manage complex sales cycles, from initial contact through to contract negotiation, delivery, and aftersales support. • Maintain accurate sales records and forecast using CRM systems.

• Driving new business from new and existing target accounts in State and Local Government Departments and Agencies, Higher Education and School Districts • Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs) • Build and advance near-term and long-term qualified pipeline • Selling into various stakeholders: IT side and Business side C-level engagements • Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success • Management of all contact activities, including prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts • Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes • Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals • Cultivate and manage relationships with partners and alliances

• Build pipeline • Prospect into target accounts you help define and prioritize based on market signal, policy shifts, and buyer readiness. • Run personalized, multichannel outreach (email, phone, LinkedIn, events) grounded in account-level research • Lead structured discovery calls, surface pain points, priorities, workflows, and decision chains • Tailor product demonstrations to the specific buyer, workflow, and use case. • Own proposals, pricing, and deal terms independently • Prioritize target accounts and sub-segments across your territory using market signal and policy intelligence.

• Drive a prescriptive sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities). • Prospect for new clients through email campaigns, networking, cold calling, and other strategies. • Engage in all qualified leads/opportunities assigned from a variety of teams. • Nurture prospects and current customers; cross-sell and upsell existing subscribers. • Maintain a rolling 90-day pipeline to meet or exceed ARR quota. • Collaborate with an account team to understand and leverage existing SPS relationships while cultivating a culture that grows together. • Maintain customer satisfaction; respond to customers in a timely manner; ensure proper alignment with Customer Success. • Document key findings, progress, insights, and pipeline velocity in Salesforce.com. • This position requires approximately 10-20% travel.