Channel Solutions Engineer META

9 Minutes ago • All levels • Devops

Job Summary

Job Description

CyberArk is seeking a Channel Solution Engineer to act as a Subject Matter Expert for their products, fostering relationships with technical partners like SIs, VARs, and MSPs. This role involves driving partner enablement, designing technical solutions, and supporting partners throughout the sales lifecycle. The successful candidate will also lead technical go-to-market strategies, focusing on cloud platforms like AWS, Azure, and Google Cloud, ensuring partners are equipped to deliver best-in-class Machine Identity Management solutions.
Must have:
  • Foster and build strong relationships with technical partners (SI, VAR, MSP).
  • Lead partner enablement efforts, including training and certification pathways.
  • Collaborate with Technical Alliances for integration and selling plans.
  • Work on partner onboarding and knowledge transfer.
  • Develop and implement enablement programs for partner self-sufficiency.
  • Gather and analyze end-customer requirements, translating them into technical solutions.
  • Provide technical leadership by designing tailored solutions architectures.
  • Work with channel partners on customer meetings and joint solution documentation.
  • Break down complex technical concepts into simple, customer-driven outcomes.
  • Support partners in technical sales presentations and white-boarding sessions.
  • Develop joint value propositions for CyberArk solutions.
  • Lead creation and execution of technical go-to-market strategies for platforms like AWS.
  • Drive partner enablement in marketplace scenarios.
  • Ensure clear, impactful technical messaging and positioning.
  • Provide ongoing support to channel partners (demos, consultations, training).
  • Collaborate closely with internal teams (sales, engineering, product management).
  • Maintain a demo environment for Machine Identity Management solutions.
  • Proven experience in technical sales, solution architect, or partner enablement.
  • Strong understanding of machine identity management, PKI, and encryption.
  • Deep technical expertise in AWS, Azure, or Google Cloud.
  • Experience working with SI, VAR, and MSP partners.
  • Strong experience in designing and delivering scalable technical solutions.
  • Ability to engage effectively with technical and business stakeholders.
  • Excellent written and verbal communication skills.
  • Ability to work collaboratively with cross-functional teams.

Job Details

We are seeking a skilled and motivated Channel Solution Engineer to join our team. In this critical partner-facing role, the Channel Solution Engineer will act as a Subject Matter Expert (SME) for CyberArk products and solutions. The individual will foster and nurture relationships with technical partners, including System Integrators (SI), Value Added Resellers (VAR), Managed Service Providers (MSP), and other strategic partners. This role requires a combination of technical expertise, business acumen, and strong communication skills to enable and guide partners in delivering best-in-class Machine Identity Management solutions.

The successful candidate will be responsible for driving partner enablement, ecosystem integrations, technical solution design, and supporting partners throughout the sales lifecycle. They will also play a key role in the development and execution of technical go-to-market (GTM) strategies, with a focus on collaboration with AWS, Azure, Google Cloud, and other major marketplace platforms.

Key Responsibilities:

Partner Enablement & Ecosystem Integration:

  • Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of CyberArk solutions.
  • Lead partner enablement efforts by creating training and certification pathways, including developing and improving certification processes.
  • Collaborate with Technical Alliances to ensure the correct integration and development of technical selling plans.
  • Work on partner onboarding and knowledge transfer, ensuring partners are equipped with the tools, knowledge, and resources to successfully position and sell CyberArk products.
  • Develop and implement enablement programs that educate and empower partners to be self-sufficient in selling and supporting CyberArk solutions.

Solution Design & Technical Strategy:

  • Gather and analyze end-customer requirements from partners, translating business needs into technical solutions and system architectures.
  • Provide technical leadership by designing and delivering tailored solutions architectures for partner-engaged end-customer projects.
  • Work with channel partners on customer meetings and joint solution documentation, ensuring high-quality technical outcomes.
  • Break down complex technical concepts into simple, customer-driven outcomes and messaging, enabling partners to effectively communicate these solutions to end-customers.
  • Support partners in technical sales presentations, white-boarding sessions, and other customer-facing activities.
  • Develop joint value propositions for CyberArk solutions, ensuring alignment with business challenges and technical requirements across a variety of customer personas and segments.

Marketplace & GTM Strategy:

  • Lead the creation and execution of technical go-to-market strategies for platforms such as AWS, ensuring the correct approach for product integration and sales.
  • Drive partner enablement in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion.
  • Ensure the technical messaging and positioning for CyberArk products is clear, impactful, and aligned with market needs.

Channel Partner Support & Collaboration:

  • Provide ongoing support to channel partners in the form of product demos, technical consultations, and sales training.
  • Collaborate closely with internal teams to ensure alignment between product development, partner sales teams, and marketing.
  • Maintain a demo environment for all Machine Identity Management solutions, ensuring partners have access to the necessary resources for their sales efforts.

Qualifications

  • Proven experience in technical sales, solution architect, or partner enablement role, ideally within the cybersecurity, identity management, or cloud technologies space.
  • Strong understanding of machine identity management, public key infrastructure (PKI), and encryption technologies.
  • Deep technical expertise in at least one of the major cloud platforms: AWS, Azure, or Google Cloud.
  • Experience working with System Integrators (SI), Value Added Resellers (VAR), and Managed Service Providers (MSP) to enable technical solutions and partner sales.
  • Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions.
  • Ability to engage effectively with technical and business stakeholders at all levels.
  • Excellent written and verbal communication skills, with a talent for simplifying complex technical topics.
  • Ability to work collaboratively with cross-functional teams, including sales, engineering, and product management.

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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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