Strategic Account Executive – Transformation Specialist

• Partner directly with Account Executives on key sales motions to drive full portfolio sales and modernize PAM across account bases
• Introduce Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users
• Drive regional SaaS transformation and cross-sell initiatives with Solution Architects, Customer Success Managers, and Product Specialists
• Identify and engage non-traditional stakeholders and build business justifications to secure new budget pools
• Expand use cases and license consumption across parent companies, subsidiaries, and group entities
• Identify opportunities involving non-human identities
• Input into AE territory planning and quarterly business reviews/ASRs
• Run strategy for a small number of nominated strategic and large accounts, co-designed with the AE through ASRs
• Support and elevate field AEs in customer modernization strategies as a subject matter expert and strategic transformation lead
• Champion global and regional PAM modernization programs across EMEA
• Cultivate relationships with channel partners, global system integrators, cloud providers, and advisories
• Lead and coordinate extended account teams through the end-to-end sales cycle
• Engage C-level executives with strategic proposals, value propositions, and tailored presentations
• Manage prospecting, pipeline development, opportunity forecasting, pricing negotiations, and contract execution
• Conduct bi-weekly alignment meetings with territory AEs, Sales Engineers, and Professional Services Engineers
• Mobilize technical experts to construct solution narratives and secure competitive wins

• Proven success closing complex enterprise cybersecurity or enterprise SaaS software deals with a track record of quota ownership
• Demonstrated ability to land Modern PAM and drive expansion within established accounts beyond the typical 2% of IT users
• Strong commercial acumen and negotiation skills
• In-depth familiarity with identity security, Privileged Access Management (PAM), Identity & Access Management (IAM), Zero Trust architectures, and compliance-driven selling
• Ability to translate technical environments and business use cases into strategic cybersecurity solution opportunities
• Hands-on experience collaborating with channel partners, hyperscalers/cloud platforms, and GSIs to co-sell and accelerate go-to-market motions
• Outstanding communication and influencing skills with the ability to engage stakeholders from technical teams to C-suite executives
• Strong commercial curiosity and active listening skills to uncover hidden pain points and strategic initiatives
• Highly collaborative, resilient, and coachable mindset with a focus on team-wide success
• Proficiency in structured enterprise sales frameworks (e.g., MEDDPICC, Command of the Message)
• Direct experience leveraging sales technology to optimize pipeline management and execution (e.g., Salesforce, Clari, Gong, Demandbase)
• Must not require immigration sponsorship; the employer will not sponsor applicants for work visas for this position

• Reasonable accommodations for qualified individuals with a disability
• Equal opportunity employment
• Confidential handling of applicant information according to EEO guidelines