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CyberArk · 1 day ago

Solution Sales Specialist - Workforce, Strategic West

Santa Clara, CA

Full-time

Hybrid

Senior Level, Lead/Staff

$86K/yr - $145K/yr

10+ years exp

CyberArk is the global leader in Identity Security, providing comprehensive security offerings for various identities across business applications. The Solution Sales Specialist will be responsible for new customer acquisition and growth within the Western Region, focusing on CyberArk’s Workforce solution portfolio and collaborating with account teams to achieve sales targets.

Cloud SecurityCyber SecuritySecurity

Growth Opportunities

No H1B

Responsibilities

You will establish and maintain customer relationships at the executive, business decision maker level including but not limited to CISO, CIO, and other executives responsible for Identity, IAM, security, risk, compliance, and operations

You will develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk

You will partner closely with Sales Account Teams, Solutions Engineers and Professional Services to align the technology architecture to the customer's desired business outcomes

Work closely with the Customer Success team to ensure successful product adoption and realization of the full value of Customer’s technology investment

Work with Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of CyberArk’s endpoint solution in the assigned geography

Improve CyberArk’s Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects and customers’ strategic initiatives but also broaden CyberArk product and solution capabilities

Drive account management responsibilities including solution creation, solution offering configuration management, order issuance, service delivery, service management and revenue recognition

Be recognized internally as a subject-matter expert on Identity including how to best position against competitors in our market(s)

Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers

Qualification

Cybersecurity sales experienceIdentity Security knowledgeEndpoint Security knowledgeStrategic account managementPresentation skillsAnalytical skillsCollaboration skillsCommunication skills

Required

Bachelor's degree or equivalent experience

Based in the Denver, CO area

10+ years prior sales experience in cybersecurity, identity, endpoint management, or related markets

A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota in excess of $2M

A demonstrated history of successfully collaboration as part of a sales/account team in a strategic selling capacity

Ability to engage in a variety of account situations balancing strategic and tactical thought leadership

Strong presentation skills as well as the ability to build and present high-quality product overviews to both internal and external audiences

In-depth knowledge on Identity Security and Endpoint Security best practices and associated terminology and technology employed by large enterprises

In depth knowledge on Identity Security and Endpoint Security vendors and products and able to compare with CyberArk products. An emphasis on endpoint vendors and technologies in use across large enterprises for both on-premises and cloud is preferred

Interaction with Product Management to articulate nonstandard / custom requirements based upon customer needs

Excellent oral and written communications skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives

Aptitude to understand customer needs, overcome objections, assist in the development of business use cases, and successfully positioning for technical wins

Ability to travel within assigned territory and other locations approximately 40% of time