Solution Sales Specialist – Identity Access
| Company | Cyberark |
|---|---|
| Location | Orlando, FL, USA |
| Salary | $Not Provided – $Not Provided |
| Type | Full-Time |
| Degrees | Bachelor’s |
| Experience Level | Senior, Expert or higher |
Requirements
- 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 sales, consistently meeting or exceeding a quota in excess of $2M.
- Demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity.
- Ability to engage in various account management situations, balancing strategic and tactical thought leadership.
- Strong presentation skills and the ability to build and present high-quality product overviews to both internal and external audiences.
- In-depth knowledge of Identity Security, IGA, and Endpoint Security best practices, terminology, and technology employed by large enterprises.
- Comprehensive understanding of Identity Security, IGA, and Endpoint Security vendors and products, with the ability to compare them to CyberArk products.
- Experience interacting with Product Management to articulate nonstandard/custom requirements based on customer needs.
- Excellent oral and written communication skills, 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 position for technical wins.
- Ability to travel within the assigned territory and other locations approximately 30% of the time.
Responsibilities
- 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.
Preferred Qualifications
- Emphasis on endpoint vendors and technologies used across large enterprises for both on-premises and cloud environments is preferred.