Solution Engineer SME, Machine Identity - Central

Join CyberArk as a Solution Engineer, acting as the primary technical expert for the sales team. You will lead technology evaluations, articulate CyberArk Machine Identity Security solutions' business value, and identify technical decision criteria. Build trust with customers, conduct demonstrations and proof-of-concepts, and collaborate with Account Executives to align solutions with customer objectives. Stay informed on industry trends to position Venafi solutions as optimal choices. This role requires strong communication, technical acumen, and a proactive approach to customer engagement.

Must Have

• Act as primary technical expert supporting the sales team
• Drive the technology evaluation phase of the sales cycle
• Partner closely with sales executives as the key technical advisor on CyberArk Machine Identity Security solutions
• Clearly articulate how CyberArk technology delivers tangible business value to both business and technical stakeholders
• Meticulously identify all technical decision criteria
• Guide customers through a structured process to ensure well-informed decisions
• Build credibility and trust, cultivating strong relationships with customers
• Position self as a trusted advisor capable of solving real business challenges
• Determine the necessity of demonstrations or proof-of-concepts (POCs), aligning them with specific success criteria
• Proficiently showcase CyberArk product features and functionalities
• Conduct POC integrations where necessary, including within customer environments
• Adopt a consultative approach with Account Executives to help customers grasp essential components of a CyberArk solution
• Address any potential obstacles to success
• Continually stay informed about industry trends and relevant technologies
• Effectively communicate how Venafi solutions are the optimal choice
• Be (or become) SME on Certificate Lifecyle Management and PKI
• Ability to architect solutions using CyberArk products
• Working knowledge of common IT technologies in large enterprise environments such as Windows server, Linux/Unix, AD/LDAP, load balancers, web servers, virtualization, end-user devices
• Strong knowledge of specific technologies and products (CyberArk Certificate Management)
• Use hand’s-on skills to perform product demonstrations and proof-of-concept integrations
• Understand basic uses of cryptography in IT environments and common products or technologies used, in areas such as SSL/TLS, SSH, PKI, and HSMs
• Strong communication and organization skills
• Ability to identify projects or actions that need to be undertaken to achieve the end-state
• Ability to help others sort out priorities, including seeing people/process/technology interdependencies
• Recognize when projects have the people, processes, and technologies required to succeed, and help identify when additional resources are needed
• Understand and promote IT and security best practices, especially as it relates to protecting machine identities
• Ability to educate and persuade both technical and non-technical audiences regarding how to think about protecting machine identities and the actions they need to take
• Strong understanding of SaaS delivery models including features, benefits, limitations, and how it compares to competitors in the market
• Ability to demonstrate how a SaaS solution addresses customer needs better than alternatives including cost savings, efficiency improvements, scalability, ease of use, and unique features
• Aware of DevOps practices and toolsets
• Good note taking and writing skills
• Ability to document solutions, plans, meeting notes, recommendations, and otherwise communicate effectively in writing with customers as well as Venafi colleagues

Good to Have

• Experience with DevOps tools
• Hands-on experience with CM/Orchestration tools (e.g., Terraform, Salt, Chef)
• Hands-on experience with CI/CD tools (e.g., Jenkins)
• Hands-on experience with container technology (e.g., Docker)
• Share learnings regarding customer usage of products
• Share ideas how Venafi might make it easier for customers to use products more fully

Perks & Benefits

• Competitive compensation
• Ample opportunities for professional growth
• Wide range of medical benefits
• Wide range of dental benefits
• Wide range of vision benefits
• Wide range of financial benefits
• Other benefits

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

Join CyberArk as a Solution Engineer where you'll play a pivotal role as the primary technical expert supporting our sales team. You'll drive the technology evaluation phase of the sales cycle, partnering closely with sales executives as the key technical advisor on CyberArk Machine Identity Security solutions. Your mission will be to clearly articulate how CyberArk technology delivers tangible business value to both business and technical stakeholders.

As a Solution Engineer, you'll meticulously identify all technical decision criteria, guiding customers through a structured process to ensure well-informed decisions. Building credibility and trust, you'll cultivate strong relationships with customers, positioning yourself as a trusted advisor capable of solving real business challenges.

Your responsibilities will include determining the necessity of demonstrations or proof-of-concepts (POCs), aligning them with specific success criteria. You'll proficiently showcase CyberArk product features and functionalities, conducting POC integrations where necessary, including within customer environments to validate solution suitability.

In collaboration with Account Executives, you'll adopt a consultative approach to help customers grasp the essential components of a CyberArk solution aligned with their objectives, while addressing any potential obstacles to success. Continually staying informed about industry trends and relevant technologies, you'll effectively communicate how Venafi solutions are the optimal choice.

Ideal candidates will possess strong communication skills, technical acumen, and a proactive mindset to drive successful customer engagements. At Venafi, you'll find a dynamic environment offering competitive compensation and ample opportunities for professional growth.

The ideal candidate will be armed with:

• Must be (or become) SME on Certificate Lifecyle Management and PKI. Must have ability to architect solutions using CyberArk products.
• Working knowledge of common IT technologies in large enterprise environments such as Windows server, Linux/Unix, AD/LDAP, load balancers, web servers, virtualization, end-user devices
• Should have strong knowledge of some specific technologies and products, as well as a willingness to learn additional. Will use hand’s-on skills to perform product demonstrations and proof-of-concept integrations between CyberArk Certificate Management and many other technologies.
• Understand basic uses of cryptography in IT environments and common products or technologies used, in areas such as SSL/TLS, SSH, PKI, and HSMs.
• Strong communication and organization skills. Help bring order to chaotic environments. With an end-state in mind, must be able to identify projects or actions that need to be undertaken to achieve the end-state.
• Must have ability to help others ort out priorities, including the ability to see people/process/technology interdependencies among projects or actions. Recognize when projects have the people, processes, and technologies required to succeed, and help identify when additional resources are needed.
• Understand and promote IT and security best practices, especially as it relates to protecting machine identities.
• Must be able to educate and persuade both technical and non-technical audiences regarding how to think about protecting machine identities and the actions they need to take. Persuading them to take actions and aligning those actions with best practices is a key ability.

#LI-KR1

Qualifications

• Must have strong understanding of SaaS delivery models including features, benefits, limitations, and how it compares to competitors in the market. Ability to demonstrate how a SaaS solution addresses customer needs better than alternatives including cost savings, efficiency improvements, scalability, ease of use, and unique features.
• Must be aware of DevOps practices and toolsets. Experience with DevOps tools is desirable, and hand’s-on experience with CM/Orchestration tools (e.g., Terraform, Salt, Chef), CI/CD tools (e.g., Jenkins), and container technology (e.g., Docker) are a huge benefit.
• Must have good note taking and writing skills. While there will not be a large volume of writing required, it will be essential to document solutions, plans, meeting notes, recommendations, and otherwise communicate effectively in writing with customers as well as Venafi colleagues.
• Share learnings regarding customer usage of our products and ideas how Venafi might make it easier for customers to use our products more fully.

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 $107,000 – $150,000/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.