Solution Sales Specialist - Workforce, Strategic West

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 looking for a highly motivated, energetic and focused Sales Specialist for Strategic Accounts in the Western Region of the US. As a Workforce Specialist, you’ll play a vital role in the success of CyberArk’s Workforce solution portfolio. The Specialist will combine product knowledge with sales
skills and be the primary resource for the field sales force. They are responsible for new customer
acquisition and customer growth in an assigned regional geography as a strategic member of the
selling team to large and complex customers. Desired result is acquiring new annual recurring
revenue at or above assigned bookings targets. A key function of this role is establishing a highly
collaborative working relationship with the CyberArk account teams in your assigned region for
prospecting, qualifying, and closing Endpoint, Identity and IGA sales for CyberArk.
 

What you will do:
The ideal candidate must be self-motivated with a proven record of accomplishment in relevant
vendor software sales or encompass knowledge of similar technologies. You must be comfortable in
a dynamic atmosphere of a technical organization with a rapidly expanding customer base. You
must possess strong presentation skills. You must be organized and analytical, able to eliminate
sales obstacles through creative and adaptive approaches.

• 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.

#LI-KR1

Qualifications

• 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.

Additional Information

CyberArk is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status. 

We are unable to sponsor or take over sponsorship of employment Visa at this time. 

The salary range for this position is $86,000 – $145,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.