Solution Sales Specialist - Workforce, Ohio Valley

About Cyber Ark

Cyber Ark, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. Cyber Ark’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere.

Cyber Ark is looking for a highly motivated, energetic and focused Sales Specialist based in the Ohio Valley region. As a Workforce Specialist, you’ll play a vital role in the success of Cyber Ark’s Workforce solution portfolio. The Specialist will combine product knowledge with sales skills and be the primary resource for the field sales force. They are responsible for new customer acquisition and customer growth in an assigned regional geography 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 Cyber Ark account teams in your assigned region for prospecting, qualifying, and closing Endpoint, Identity and IGA sales for Cyber Ark.

• You will 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, IAM, security, risk, compliance, and operations.
• You will 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.
• You will build strong relationships and partner closely with Sales Account Teams, District Managers, Channel Managers, Solutions Engineers and Professional Services to align the technology architecture to 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 Customer’s technology investment.
• Work with Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of Cyber Ark’s endpoint solution in the assigned geography.
• Improve Cyber Ark’s 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 Cyber Ark 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, IGA and Endpoint Privileged Management 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 quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.

• Bachelor’s degree or equivalent experience.
• 10+ years prior sales experience in cybersecurity, identity, endpoint management, or related markets.
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota in excess of $2M.
• A demonstrated history of successfully collaboration as part of a sales/account team in a strategic selling capacity.
• Ability to engage in a variety of account situations balancing strategic and tactical thought leadership.
• Strong presentation skills as well as the ability to build and present high-quality product overviews to both internal and external audiences.
• In-depth knowledge of Identity Security and Endpoint…