Sr. Solution Sales Specialist, IGA

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.

CyberArk is seeking a highly motivated, energetic, and focused Sales Specialist to join our team in the West Region. In this pivotal role, you will contribute significantly to the success of CyberArk’s IGA 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

IGA 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 IGA, Identity and 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 IGA and 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.

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• Bachelor’s degree or equivalent experience.
• 5+ years of prior sales experience in cybersecurity, identity, IGA, 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 Security best practices, terminology, and technology employed by large enterprises.
• Comprehensive understanding of Identity Security, IGA, and 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.
• Excellent oral and written communication skills, capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Aptitude to understand customer needs, overcome objections, assist in the development of business use cases, and successfully position for technical wins.
• Ability to travel within the assigned territory and other locations approximately 30% of the time.

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 $108,000 – $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.