Solution Sales Specialist - SLED

CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArks AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn more at cyberark.com.

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CyberArk is looking for a highly motivated, energetic and focused Sales Specialist based in the United States to lead our State, Local and Education business. As a Workforce Specialist, youll play a vital role in the success of CyberArks 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.

Responsibilities:

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 be able to take a high degree of ownership with all activities and engagements.

• 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 build strong relationships and partner closely with Sales Account Teams, District Managers, Channel Managers, 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 Customers technology investment.

• Work with Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of CyberArks endpoint solution in the assigned geography.
• Improve CyberArks 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, IGA and Endpoint Privileged Management 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.

Bachelors degree or equivalent experience..

• 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.

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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 $80,000 $125,000/year, plus commissions or discretionary bonus, which will be based on the employees 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.