Solution Sales Specialist - Machine Identity, Nordic

CyberArk (with the acquisition of Venafi in 2024) is the leader in Machine Identity Management and serves hundreds of global companies, protecting their business through the deployment of its technologies. We offer a unique and comprehensive approach of identities (humans and machines) to their customers, simplifying and expanding governance and controls, accelerating crypto agility acquisition and reducing risk exposure.

As a Machine Identity Security (MIS) Solution Sales Specialist, you’ll play a vital role in the success of CyberArk’s MIS solutions and Business Unit. This is a hybrid role specifically selling the full suite of our MIS software platform and professional services to enterprise customers.

You will be responsible for the new customer acquisition and customer growth of MIS Solutions in Iberia (based in Madrid) as a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the CyberArk account teams in your territory for prospecting, qualifying, and closing the created opportunities for CyberArk.

Responsibilities:

• Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities in order to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.
• As a central asset of our organization driving MIS sales you will articulate your efforts and strategy leveraging the other profiles and teams at your disposal such as pre sales and post sales teams, Field marketing operations, Product Management or Channel.
• Establish and maintain customer relationships at the executive, business decision-maker level including but not limited to CISO, CIO, and other executives responsible for identity management, security, risk, compliance, and governance.
• Develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
• Promote CyberArk’s Machine Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects’ and customers’ strategic initiatives but also broaden CyberArk product and solution capabilities.
• Drive account management responsibilities including solution improvement, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.

Qualifications

• Ideally, you have 7+ years of prior sales experience in cybersecurity, identity access management, Cryptography, or related markets, in Iberia and for the enterprise or public sector.
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota
• A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity and leadership in the sale cycle management.
• A mastering of complex solution-selling technics, methodology and strategy will be a key success factor
• Excellent oral and written communication skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Ability to travel within assigned territory and other locations approximately 20% of the time.
• Bachelor’s degree or equivalent experience
• Proficiency in English and Spanish