• Meet and exceed established unit and revenue selling quotes of core products. • Perform regular face-to-face core product demonstrations for all key accounts. • Maintain thorough understanding of competitive landscape with key account through inventory and use of competitive technologies. • Utilize consultative, value-based, and solutions focused sales methodology to drive new revenue-generating opportunities. • Generate and maintain territory report with core products accounts, unit volume, revenue, opportunity funnel, close probability, and activities by utilizing Dynamics (CRM). • Manage corporate accounts and complex sales with a team approach and pre-call planning, prospecting, and face-to-face visits. • Maintain focus on continuous improvement by applying 80/20, PLS, and USa principles/techniques.

• 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.