Senior Key Account Director – Canberra (Public Sector)
* Full-time
About CyberArk CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArk's AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn .
We are looking for a strategic, driven and well connected sales professional to grow our Federal Government customer base in the Identity and Security portfolio in Canberra.
Role Overview: As an Identity Security Account Executive at CyberArk, you are responsible for driving new business and expansion across key anchor departments within the federal government and act as an Identity Security expert helping new and existing customers to secure access across hybrid and cloud environments while enabling Zero Trust and digital transformation. You will lead complex sales cycles, orchestrate cross-functional teams, and deliver CyberArk Identity Security solutions in a way that creates lasting business impact at the enterprise level. This is a consultative, strategic sales role — focused on outcomes, deep solution value and collaborative influence across the ecosystem. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.
This is a great opportunity for a seasoned cybersecurity sales professional with a proven track record of high value solution selling in a Software-as-a-Service environment.
* Serve as the go-to expert in Identity Security, influencing strategy and deal execution across complex enterprise opportunities.
* Develop and execute against a territory plan within Canberra's federal government sector to drive upsell, cross-sell and acquisition opportunities.
* Lead and coordinate multi-seller plays – ensuring cohesive positioning, solution sequencing and joint account planning.
* Leverage established and trusted relationships within the public sector customers and partners, from the C-level to the operational level, gaining a deep understanding of their unique business needs within their vertical.
* Translate complex Identity Security concepts into clear, business-driven outcomes for executives, demonstrating technical relevance while leveraging insights to influence CxO-level decisions.
* In-depth knowledge of public sector's model, organizational structures, business processes and financial structure.
* Partner with product, SE, and technical specialists to shape and deliver customer strategies – driving adoption, modernisation and expansion of CyberArk's solutions.
* Influence cross-portfolio demand by identifying and articulating Identity Security needs across large complex portfolios.
* Know strengths and weaknesses of key competitors and use this knowledge to your advantage during a sales cycle.
* Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and execution.
Track record of success in identifying, cultivating and closing high-value deals within public sector.
15+ years of key accounts experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets.
Experience selling into Public Sector is required.
Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
Strong customer centricity and success-oriented sales mentality.
Considered a knowledgeable expert in given field by company and customer.
Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence – experience using a CRM system, preferably Salesforce.
Excellent presentation/communication skills.
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