Senior Solution Sales Specialist

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 X, LinkedIn or Facebook.

Job Description

CyberArk is seeking a highly motivated, energetic, and focused Sales Specialist to join our team in the West Region, preferably San Francisco, Seattle, or Southern California. In this pivotal role, you will contribute significantly to the success of CyberArk’s Identity, IGA, and Workforce solution portfolio. As a Sales Specialist, you will leverage your product knowledge and sales expertise to serve as the primary resource for our field sales force. Your responsibilities will include acquiring new customers and driving customer growth within your assigned regional geography. As a strategic member of the selling team, you will engage with large and complex customers to achieve new annual recurring revenue at the above assigned bookings targets.

A key aspect of this role involves establishing a highly collaborative working relationship with the CyberArk account teams in your region. You will be instrumental in prospecting, qualifying, and closing Identity, IGA, and Workforce sales for CyberArk. Your ability to combine technical acumen with sales skills will be crucial in driving the success of our solutions and ensuring customer satisfaction. Join us in our mission to empower organizations with enhanced security and reduced risk through innovative identity security solutions.

Responsibilities:

The ideal candidate for this role must be self-motivated with a proven track record in relevant software sales vendor or possess knowledge of similar technologies. You should be comfortable working in a dynamic technical organization with a rapidly expanding customer base. Strong presentation skills are essential, along with the ability to be organized and analytically, effectively eliminating sales obstacles through creative and adaptive approaches.

• Establish and maintain customer relationships at the executive and business decision-maker level, including but not limited to CISO, CIO, and other executives responsible for Identity, IAM, security, risk, compliance, and operations.
• Develop and present compelling business cases to customers, maintaining expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
• Partner closely with Sales Account Teams, Solutions Engineers, Subject Matter Experts, and Professional Services to align the technology architecture with 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 the customer's technology investment.
• Collaborate with Channel Partners, Resellers, and Systems Integrators to penetrate new accounts and extend the reach of CyberArk’s endpoint solution in the assigned geography.
• Enhance CyberArk’s Identity solution portfolio by understanding and communicating key customer requirements and use cases that meet prospects and customers’ strategic initiatives while broadening CyberArk's 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 quotas.
• Provide comprehensive account plans and strategies to win new business with new and existing customers.

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Qualifications

• Bachelor’s degree or equivalent experience.
• 10+ years of prior sales experience in cybersecurity, identity, IGA, endpoint management, or related markets.
• Proven track record of strategic account management and software sale