Company Description
About CyberArk:
CyberArk (NASDAQ: CYBR), is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit our CyberArk blogs or follow us on X, LinkedIn or Facebook.
Job Description
As a Solution Sales Specialist - Workforce, you will play a critical role in expanding our reach and impact across the region. Acting as a subject matter expert within a specialised overlay team, you’ll drive sales for Identity & Access Management (IAM), Identity Governance & Administration (IGA) and Endpoint Security solutions by identifying and progressing strategic opportunities, aligning technical capabilities to business needs, and engaging with key decision-makers and channel partners. You’ll collaborate closely with account teams and technical specialists to deliver tailored solutions that address complex customer requirements.
Key Responsibilities
Opportunity & Account Management
- Own regional responsibility for achieving and exceeding sales quota related to Workforce solutions, including IAM, IGA and Endpoint Security.
- Lead opportunity identification, qualification, and deal progression from discovery to closure.
- Collaborate with regional Account Managers to uncover and grow relationships across client organizations, including CISO/CIO and product leadership.
- Deliver compelling, value-based business cases that articulate ROI and align with customer-specific goals.
Cross-functional Collaboration
- Work closely with Solutions Engineers, Subject Matter Experts, and Professional Services to map architecture recommendations to business outcomes.
- Coordinate internal resources and ensure alignment throughout the sales cycle to drive a cohesive customer experience.
Channel Engagement
- Partner with Resellers, System Integrators, and Channel Partners to expand market reach.
- Drive partner enablement initiatives to increase channel-sourced pipeline, improve partner engagement, and accelerate sales cycles for Identity & Access Management (IAM), Identity Governance & Administration (IGA) and Endpoint Security solutions
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Qualifications
Sales & Domain Expertise
- 10+ years of experience in cybersecurity or a related technology field, with mandatory hands-on experience in the IAM and IGA domains.
- Proven track record of consistent quota attainment in strategic account management or overlay sales.
- Deep understanding of Identity & Access Management (IAM), Identity Governance & Administration (IGA), Endpoint Security, related technologies, and cybersecurity best practices — particularly within large enterprises operating in hybrid or cloud environments.
Interpersonal Strengths
- Strong communication skills with the ability to convey technical value propositions to both technical stakeholders and business leaders.
- Confident presenter with the ability to influence at all levels of an organization.
- Team-oriented, proactive, and skilled in navigating matrixed environments
Sales Process Familiarity
- Experience with tools such as Salesforce, Gong, Clari, Tableau.
- Familiarity with the MEDDPICC sales methodology and Command of the Message framework.
Travel Requirements
- Up to 30% travel within the assigned region for customer meetings, partner engagements, and events.
Additional Information
We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy.
CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.