Director - Sales

Job Description

Join CyberArk as a Sr Manager Sales, Germany (M/W/D) and Shape the Future of Cybersecurity! 

Are you ready to take your career to the next level with the global leader in Identity Security? At CyberArk, we are on a mission to protect the world's most critical assets from cyber threats. As a Sr Manager Sales, Germany, you will play a pivotal role in driving our growth and helping organizations secure their digital transformation journeys. 

Why CyberArk? 

• Innovative Solutions: CyberArk is at the forefront of cybersecurity innovation, offering cutting-edge solutions that protect against the most advanced threats. You'll be representing a brand that is trusted by over half of the Fortune 500 companies. 

• Impactful Work: Your efforts will directly contribute to safeguarding the digital infrastructure of some of the world's largest and most influential organizations. You'll be making a real difference in the fight against cybercrime. 

• Collaborative Culture: Join a team of passionate and talented professionals who are dedicated to excellence and continuous improvement. At CyberArk, we foster a collaborative environment where your ideas and contributions are valued. 

• Career Growth: We are committed to your professional development. With access to ongoing training, mentorship, and opportunities for advancement, you'll have the support you need to achieve your career goals. 

What You'll Do: 

As a Sr Manager Sales, Germany, you will be responsible for leading one of our Large Enterprise teams in Germany through day-to-day coaching and interaction. Also, the Sr Manager Sales interacts constantly with the needed internal departments (e.g. Sales Specialists, Solutions Engineers, Customer Success, Channel Sales, Marketing, Product Management, Security Services, Finance, and Legal). You will also engage with external GTM resources (e.g. value add resellers, advisories, system integrators, hyperscalers and technology partners) in a trusted way to drive sales and build long term relationships. You'll assess and identify new business opportunities in your team’s territory to showcase the value of CyberArk's solutions to client’s business. Your ability to understand team capabilities and tailor development plans to ensure our client needs are met providing tailored cybersecurity solutions with business impact. 

Your main area of industry expertise is around Financial Services, Automotive and Chem/Pharma in Germany, covering about half of the DAX40 companies and many more. 

Join Us and Make an Impact! 

If you're a dynamic and results-driven sales leader with a passion for team development in a high growth, dynamic environment, we want to hear from you. Join CyberArk and be part of a team that is making a difference in the world of cybersecurity. Together, we can protect what matters most. 

Primary Responsibilities: 

1. Pipeline and Opportunity Management: Manage the entire sales process with the team from prospecting to deal closing. This includes opportunity review and management using tools like MEDDPICC, Salesforce, Clari, Demandbase, Gong, and others. In a data driven approach you are helping your team to focus on what’s most relevant. 

1. Coaching and Development: A key part of the role is dedicated to coaching team members. This includes providing feedback, developing skills, and ensuring that team members are prepared to handle their responsibilities effectively. Think about challenging yourself and apply change management skills to your daily contacts. 

1. Operating Rhythm: Conduct regular forecast calls, pipeline reviews, territory and accounts plans, 1:1’s, channel and deal registration reviews, field marketing, SDR and sales specialist and win/loss reporting. This is to ensure consistent results and tracking health of business. 

1. Consultative Approach: Understand customer challenges and translate CyberArk solution capabilities into business and technical outcomes. 

1. Orchestrate the Team: Work with your direct reports, the internal and external team to develop and close new business together and drive further expansion in our existing clients.   

1. Market/Solution/Industry Know-How: Stay updated on industry trends, competitive landscape, and relevant events. 

#LI-HEH

Qualifications

• People management experience managing senior and diverse enterprise sales teams 

• Demonstrated capabilities of operating rhythm with direct reports and extended teams 

• Experienced in developing and taking action on territory plans to drive growth 

• Can drive and execute large account management plans with a customer first focus to deliver short to long-term growth 

• Demonstrated ability to sell the “full portfolio” of solutions as a platform play 

• You have proven success in SaaS and subscription sales, preferably in large transformative software solutions sold to major enterprises 

• Demonstrated capability of working collaboratively with ecosystem partners such as Resellers, Advisories, Hyperscalers and Technology Alliances 

• Have previously successfully worked and orchestrated in collaboration with solution sales specialists (i.e. Overlay Teams) 

• Understanding of business and technology use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities 

• Knowledge in Cybersecurity, Identity Management, SIEM and Compliance, Information Security, or Enterprise IT Operations 

• Familiar with MEDDPICC and Command of the Message 

• Use of AI tools to drive opportunities and engagement such as Gong and Demand Base