Cloud Solutions Strategist

Job Description

CyberArk is looking for a highly motivated, energetic, and focused Solution Sales Strategist based in the UK and focused on our Enterprise & Major EMEA Business. As a Sales Strategist, you’ll play a vital role in the success of CyberArk’s Developer & Cloud Access solution. The Solution Strategist will combine product knowledge with sales skills and be the primary resource for the field sales force. They are responsible for helping to evangelize the need for implementing Zero Standing Privilege and JIT access workflows for Cloud Administrators and Developers at existing customers and prospects. They are responsible for helping to drive new customer acquisition and customer growth in an assigned regional geography as a strategic member of the selling team to large and complex customers, more specifically, they are responsible for delivery on the Cloud/Developer Demand Gen and Sales goals. 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 Cloud Security sales for CyberArk. 

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 decisionmaker level including but not limited to CISO, CIO, and other executives responsible for Cloud management, 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 Enterprise 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 educate them on the nuances of Cloud access and then to penetrate new accounts and extend reach of CyberArk’s Developer & Cloud Access solution in the assigned geography. 

• Improve CyberArk’s Developer & Cloud Access 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 Cloud 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. Provide comprehensive account plans and strategies to win new business with new and existing customers. 

Qualifications

• 5+ years prior GTM/Sales experience in the cybersecurity, Cloud security, or related markets. 

• A demonstrated history of strategic account management and software sales consistently meeting or exceeding quota. 

• 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 Cloud security and Identity best practices and associated terminology and technology employed by large enterprises. 

• In depth knowledge on Cloud Security vendors and products and able to compare and contrast 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. 

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