Senior Channel Sales Manager

Who we are: 

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. 

About this role:

The primary objective of the senior Channel Account Manager (CAM), AMER is to drive CyberArk software sales revenues through the Managed Services route to market, closely managing, developing and executing on an agreed growth plan.  

The CAM of Managed Services, AMER will be specifically responsible for building and expanding the MSP Route to Market across AMER, aligning with our internal stakeholders, partner alignment and business unit function integration through sales, partner success and marketing. CyberArk are uniquely positioned, as undisputed leaders in our space and have amassed an enviable enterprise client base. The Channel and our partner eco-system is a key component of our growth plans and fully aligned to support our go-to-market strategy. This is a varied role and will require focus, channel relationship acumen and a solid understanding of how to engage and develop Managed Service Provider partnerships.

What you will do:

• Create MSP prospect pipeline including creating and implementing strategic account plans focused on attaining Cyberark-as-a service deployments by managed service providers
• Develop strong senior leadership relationships with managed service providers to drive strategic focus on CyberArk products and solutions.
• Drive to embed CyberArk solutions into partner MSP platforms both to secure MSP supply chains and to create joint GTM value propositions. Understanding MSP operating models is a must.
• Work with MSPs to use CyberArk solutions secure and protect existing service delivery offerings through Service Design workshops.
• Develop joint intellectual property and joint offerings with strategic focus partners to exploit white space market opportunities in target sectors and verticals
• Develop new client pipeline / revenue through target market focus, joint business, pipeline and forecast planning and execution.
• Collaborate closely with sales colleagues and leadership on partner business opportunities and escalations.
• Pipeline management & forecasting across Partner co-sell opportunities.
• Use cross-functional teams of specialists to drive enablement and marketing activities for partner training and marketing execution activities.

What you need to succeed:

• Demonstrable experience either as a PAM or as a MSP relationship manager in a Software/Security vendor with indirect sales and can demonstrate a strong track record of success.
• Good understanding of the Identity Security market and how CyberArk solutions apply to it across its product families.
• Strong ability to build and use relationships with partners as well as internal end customer field sales, SEs, inside sales, partner success and marketing teams
• Planning and financial skills including business planning, pipeline management and forecasting
• Understanding of MSP partner economics, business models and motivations for customer success
• Experience in pipeline bui