Director, Sales - Middle East

Company Description

About CyberArk:

CyberArk (NASDAQ: CYBR), is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity human or machine across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world's leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit our CyberArk blogs or follow us on Twitter, LinkedIn or Facebook.

Job Description

CyberArk is looking for a result-driven and collaborative Director, Sales - Middle East, reporting to the Regional Area VP Sales- Africa and Middle East. The Regional Sales Director will successfully lead a team of Account Executives to work on an existing and growing portfolio across Middle East and should be based in Dubai - UAE, where the office is located. This is a leadership position, and you are required to create a common vision and execution framework for the team and lead them towards high growth and success.

As a Regional Sales Director, you are expected to create an inclusive work environment, lead by example, and promote behaviours aligned with CyberArk's Culture and Values. This is a hands-on sales leadership role where you will take the initiative to build and maintain trusted relationships with customers and partners. You are also expected to possess strong territory coverage skills and the ability to develop and execute a business plan that clearly defines accounts, territories, and potential revenue.

You are expected to be a strong team player. Success in this role relies on close collaboration with the region's functional leaders and the development of strong, influential relationships within the region's channel ecosystem.

Responsibilities:

• Create and execute the Middle East sales strategy working with the Area VP
• Lead and coach the Account Executive team through agreeing and planning the right coverage model and KPI's within the assigned territory to achieve its sales objectives
• Lead and manage the extended go-to-market team through influence and clear KPIs to achieve both individual and team quotas within the assigned territory
• Execute effective account planning to maximize revenue by strategically collaborating with functions such as Customer Success, Pre-Sales, Post-Sales, and Marketing. This includes identifying and developing new contacts, leads, and opportunities to drive net new customer acquisition and ARR growth
• Drive strategic/large deals to exceed revenue targets through building relationships with C-level contacts in dedicated enterprise accounts
• Grow and maintain effective business relationships within CyberArk to ensure maximum effectiveness of the sales organization
• Drive CyberArk's growth in the market by leading strategic partnerships and activities along with the channel leaders in the Middle East.
• Serve as a thought leader for the Middle East market by developing and sharing valuable insights to better address the region's needs
• Ensure the effective training and utilization of tools and data, such as SFDC, for account planning, maintaining contact information, managing opportunities, forecasting, and conducting win/loss analysis
• Ongoing mentoring and development of the sales team in strategies to drive closure rates
• Conduct weekly revenue forecast meetings with the Account Executives and track key productivity metrics

Qualifications:

• Experience in managing technology integrations and product-related partnerships, or servicing clients on complex B2B technologies in the Middle East.
• Enterprise solution selling experience and expertise in security will be considered a significant advantage.
• Experience in people management, including leading diverse teams across multiple countries and languages.
• Ability to build and convey compelling value propositions both internally and externally.
• A strong track record of excellence in managing the end-to-end enterprise sales cycle, particularly in complex environments.
• Ability to create a compelling narrative to drive influencers within your network throughout our ecosystem
• A clear understanding of SaaS metrics and subscription-based business models, with the ability to apply them to drive high growth and performance. Experience in Cyber Security, Identity Management, Database Management, SIEM, Compliance, or Information Security within the Enterprise IT market would be an advantage.
• Travel to meet partner and clients as required.

Additional Information:

We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability.

CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.