Senior Solution Sales Specialist- IAM - West

3 Months ago • 10 Years + • Sales • $123,000 PA - $170,000 PA

Job Summary

Job Description

As a Senior Solution Sales Specialist at CyberArk, you will be responsible for driving sales of Identity, IGA, and Workforce solutions in the West Region, with a preference for San Francisco, Seattle, or Southern California. This involves acquiring new customers and expanding customer growth within your assigned territory. You will collaborate with account teams, solutions engineers, and partners to achieve sales targets, establish relationships with key decision-makers, and present compelling business cases. The role requires a strong understanding of the identity security landscape, excellent presentation skills, and the ability to work in a dynamic environment. Your responsibilities include prospecting, qualifying leads, and closing sales opportunities to meet and exceed established quotas.
Must have:
  • 10+ years of sales experience in cybersecurity or related markets.
  • Proven track record of strategic account management and software sales.
  • Strong presentation skills and ability to build product overviews.
  • In-depth knowledge of Identity Security and related technologies.

Job Details

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

CyberArk is seeking a highly motivated, energetic, and focused Sales Specialist to join our team in the West Region, preferably San Francisco, Seattle, or Southern California. In this pivotal role, you will contribute significantly to the success of CyberArk’s Identity, IGA, and Workforce solution portfolio. As a Sales Specialist, you will leverage your product knowledge and sales expertise to serve as the primary resource for our field sales force. Your responsibilities will include acquiring new customers and driving customer growth within your assigned regional geography. As a strategic member of the selling team, you will engage with large and complex customers to achieve new annual recurring revenue at the above assigned bookings targets.

A key aspect of this role involves establishing a highly collaborative working relationship with the CyberArk account teams in your region. You will be instrumental in prospecting, qualifying, and closing Identity, IGA, and Workforce sales for CyberArk. Your ability to combine technical acumen with sales skills will be crucial in driving the success of our solutions and ensuring customer satisfaction. Join us in our mission to empower organizations with enhanced security and reduced risk through innovative identity security solutions.

Responsibilities:

The ideal candidate for this role must be self-motivated with a proven track record in relevant software sales vendor or possess knowledge of similar technologies. You should be comfortable working in a dynamic technical organization with a rapidly expanding customer base. Strong presentation skills are essential, along with the ability to be organized and analytically, effectively eliminating sales obstacles through creative and adaptive approaches.

  • 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.

#LI-MR2

Qualifications
  • 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 $1M.
  • 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. Emphasis on endpoint vendors and technologies used across large enterprises for both on-premises and cloud environments is preferred.
  • Experience interacting with Product Management to articulate nonstandard/custom requirements based on customer needs.
Additional Information

CyberArk is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status. 

We are unable to sponsor or take over sponsorship of employment Visa at this time.

The salary range for this position is $123,000 – $170,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits. 
 

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About The Company

CyberArk's mission is to secure the world against cyber threats so together we can move fearlessly forward. CyberArk is a global leader in identity security, helping organizations worldwide protect their most valuable assets and critical infrastructure. They offer a comprehensive platform that addresses the evolving challenges of identity-related risks, providing solutions for workforce access, privileged access, customer access, and machine identity security. CyberArk is committed to innovation and providing cutting-edge security solutions that empower their customers to be more secure and efficient.

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