Job Description

About this role:
We are seeking a highly motivated and skilled Senior Channel Manager for Managed IT Services (MSP) who can surpass sales targets and develop an active pipeline with partners in the Western half of the US. 

The primary objective of the Senior Manager, MSP Partnerships is to drive CyberArk Software sales revenues through the Managed Services route to market, closely managing, developing, and executing on an agreed growth plan.  The ideal candidate should have a proven track record of successfully generating leads and closing sales, and strong working relationships with global and regional Managed IT Service Providers. This position requires technical expertise and deep understanding in selling to Managed IT Services subscribers, Cloud, Cybersecurity, and SaaS products to medium and enterprise-sized businesses (SMBs).

The Senior Manager, MSP Partnerships – West will be specifically responsible for building and expanding the MSP route to market across the west region of the US, aligning with our internal stakeholders, MSP partners and business unit functions through sales, partner success and marketing. CyberArk is uniquely positioned as undisputed leaders in our space and has amassed an enviable enterprise client base. The Channel and our partner eco-system are a key component of our growth plans and fully aligned to support our go-to-market strategy. This is a varied role and will require focus, channel relationship acumen and a solid understanding of how to engage and develop MSP partnerships.

What you will do:

• Create MSP prospect pipeline including creating and implementing strategic account plans focused on attaining CyberArk-as-a service deployments by managed service providers.
• Develop strong senior leadership relationships with managed service providers to drive strategic focus on CyberArk products and solutions.
• Engage in a highly proactive outreach approach to prospect and named MSP accounts.
• Educate MSP partners of the benefits of a working partnership with CyberArk.
• Drive to embed CyberArk solutions into partner MSP platforms both to secure MSP supply chains and to create joint GTM value propositions - understanding MSP operating models is a must.
• Work with MSPs to use CyberArk solutions to secure and protect existing service delivery offerings through Service Design workshops.
• Develop joint intellectual property and joint offerings with strategic focus partners to exploit white space market opportunities in target sectors and verticals.
• Develop new MSP pipeline / revenue through target market focus, joint business, pipeline and forecast planning and execution. Key focus on new MSP onboarding end to end with the full realization of identity as a service route to market.
• Collaborate closely with sales and leadership on partner business opportunities and escalations.
• Pipeline management & forecasting across Partner co-sell opportunities.
• Use cross-functional teams of specialists to drive enablement and marketing activities for partner training and marketing execution activities.

What you need to succeed:

• Demonstrable experience either in Privileged Identity software sales to MSPs or as a MSP Relationship Manager in a Software Security vendor with indirect sales and can demonstrate a strong track record of success.
• Good understanding of the Identity Security market and how CyberArk solutions apply to it across its product families.
• Strong ability to build and use relationships with partners as well as internal end customer field sales, SEs, inside sales, partner success and marketing teams.
• Planning and financial skills including business planning, pipeline management and forecasting.
• Understanding of MSP partner economics, business models and motivations for customer success.
• Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching, and timely execution/follow-up.
• Ability to present, sell and close within a sales environment at executive level.
• Ensure that all Partners within the designated territory reach and maintain the appropriate certification required to participate and contribute to the CyberArk Privilege partner program.
• Ensure appropriate and achievable business plans are in place to drive sales revenue of CyberArk solutions and ensure CyberArk maximizes the value-add from the relationship.
• Train Partner sales teams and be fully conversant on current broad and vertical messaging across the portfolio.
• Reinforce and ensure cadence on the Partner program criteria and drive all Partners to attain the skills levels required.
• Maintain a sales forecast across your Partners and have deal visibility of all unmanaged opportunities.
• Execute all the above for a named list of partners.

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Qualifications

How you will stand out from the crowd:

• Minimum 5+Yrs Channel experience and at least 5 years in managed services is a must.
• Strong understanding of managed services partner network within North America
• Strong and consistent sales track record
• Able to work to targets, prioritize workload, and manage own schedule.
• Understanding of the managed services GMT models and operating models specifically in multi-tenant environments
• Understanding and experience in service design methodology through product or service offer creation