Solution Sales Specialist Workforce Strategic West

Job Description

Cyber Ark is looking for a highly motivated, energetic and focused Sales Specialist for Strategic Accounts in the Western Region of the US. 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.

The ideal candidate must be self-motivated with a proven record of accomplishment in relevant vendor software sales or encompass knowledge of similar technologies. You must be comfortable in a dynamic atmosphere of a technical organization with a rapidly expanding customer base. You must possess strong presentation skills. You must be organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.

• 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 partner closely with Sales Account Teams, 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 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.
• Based in the Denver, CO area.
• 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 on Identity Security and Endpoint Security best practices and associated terminology and technology employed by large enterprises.
• In depth knowledge on Identity Security and Endpoint Security vendors and products and able to compare with Cyber Ark products. An emphasis on endpoint vendors and technologies in use across large enterprises for both on-premises…