Solution Sales Specialist - Modern PAM, Central & Eastern Europe
Job Description
- Own sales win for Modern PAM opportunities by partnering with Account Executives to drive deal strategy and execution
- Lead opportunity identification, qualification, and deal progression from discovery to closure
- Collaborate with regional Account Executives to uncover and grow relationships across client organization
- Leverage deep understanding of landscape and pricing, applying business value management to deliver compelling, value-based business cases
- 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
- Partner with Resellers, System Integrators, and Channel Partners to expand market reach
- Drive partner enablement initiatives to increase channel-sourced pipeline
- 10+ years of experience in cybersecurity or a related technology field, with recent hands-on experience in PAM (Privileged Access Management)
- Proven track record of consistent quota attainment in strategic account management or overlay sales
- Deep understanding of PAM, related technologies, and cybersecurity best practices
- Strong communication skills with the ability to convey technical value propositions
- Confident presenter with the ability to influence at all levels of an organization
- Team-oriented, proactive, and skilled in navigating matrixed environments
- Experience with tools such as Salesforce, Gong, Clari, Tableau
- Familiarity with the MEDDPICC sales methodology and Command of the Message framework
- Proven ability to manage opportunities through the full sales cycle, with strong forecasting discipline
Role Overview:
As a Solution Sales Specialist - Modern PAM at CyberArk, you will play a critical role in expanding our reach and impact across the Central & Eastern Europe region. Acting as a subject matter expert within a specialised overlay team, you’ll drive sales for CyberArk’s Modern PAM 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 and drive deal closure.
Key Responsibilities
Opportunity & Account Management
- Own the sales win for Modern PAM opportunities by partnering with Account Executives to drive deal strategy and execution, supporting overall quota achievement.
- Lead opportunity identification, qualification, and deal progression from discovery to closure, maintaining close alignment with the Account Executive and SDR.
- Collaborate with regional Account Executives to uncover and grow relationships across client organization with a focus on key buyers.
- Leverage deep understanding of landscape and pricing, applying business value management to deliver compelling, value-based business cases that articulate ROI, align with customer-specific goals, and drive both deal success and long-term customer outcomes.
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 CyberArk’s Modern PAM solutions.
Skills and Qualifications
Sales & Domain Expertise
- 10+ years of experience in cybersecurity or a related technology field, with recent hands-on experience in PAM (Privileged Access Management).
- Proven track record of consistent quota attainment in strategic account management or overlay sales.
- Deep understanding of PAM, related technologies, and cybersecurity best practices, particularly within large enterprises operating in hybrid or cloud environments.
- Lifelong learner with a commitment to staying current on industry trends, technologies, and competitive landscape.
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.
- Proven ability to manage opportunities through the full sales cycle, with strong forecasting discipline to support accurate revenue projections.
Travel Requirements
- Up to 30% travel within the assigned region for customer meetings, partner engagements, and event.
- #LI-SR2
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.
