Business Development 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. 

 

What you will do:

• Ensure that the CyberArk field organization is fully aware of their increased sales capabilities when working with our technology partners.
• Ensure that our technology partners are aware of CyberArk's ability to expand their market.
• Create/manage enablement programs for common Business Partners (Cloud, GSI, MSP, Resellers) so that they are a viable channel for the combined CyberArk/Technology-Partner solutions.

• Your success will be measured by increased annual bookings into existing and net new accounts.
• Work closely with the global Technology Partner/ISV, Sales Managers, and Channel Managers
• Reporting to VP of Alliances, the candidate will make sure that the CyberArk field teams are utilizing our Technology Partnerships in all relevant sales opportunities.
• You will be an integral resource for our sales communities.
• You will:
  • Document/create detailed goto market plans working with our partners
  • Produce field content working with Business Development Managers and Product Marketing
  • Attend/take part on regional QBRs and regular sales meetings.
  • Engage/Enable common Business Partners; Service Providers, GSIs, Cloud, and Resellers.
  • Attend conferences and regional field marketing events.
  • Enable our sales communities on how they can leverage our Technology Partners in order to penetrate new logos and extend reach in our install base.
  • Create and maintain a Partner to CyberArk peer/peer map.
  • Work with our Field Marketing teams on regional events.
  • Work with our sales teams on helping with connecting to their sales counterparts.
  • Maintain a tracker of everyone that is enabled.
  • Develop reports that quantify Impact and Influence by each opportunity.
  • Understand capabilities of each partner, including their market segmentation and goto-market processes.
  • Be an expert in the Joint Value Proposition for each relevant partner when working with CyberArk.

 

Success Factors:

• Sales mindset focused, content (powerpoint and solutions brief) creator, great communication, aggressive, willing to travel, detail oriented, great follow-up.
• In addition, this role must show a proven ability to work with sales, channel, marketing peers and other functional areas across the organization and various time zones.

 

What you need to succeed:

• Develop and manage the enablement strategy to drive new business and customer expansion with our partners.
• Work closely with Regional Marketing teams to plan and engage in new opportunities.
• Work closely with overlay sales leaders on joint sales engagement plans.
• Work with Inside Sales Reps on Demand Generation campaigns.
• Collaborate with sales peers to engage partner sales peers on enablement and account strategy.

 

How you will stand out from the crowd:

• BA/BS Degree or relevant work exp