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Solution Sales Specialist, APJ
2 weeks ago
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Company Description
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 Twitter, LinkedIn or Facebook.
Job Description
As a DevSecOps/Cloud Solution Sales Specialist, you will play a vital role in the success of CyberArk's DevSecOps/Cloud business. This is a sales overlay role and you will be the Subject Matter Expert supporting the field sales team that are engaged with CyberArk's Enterprise Customers and Partners to guide, strategize, share best practices and compete against competition with the ultimate aim of winning deals.
A key function of this role is establishing a highly collaborative working relationship with the CyberArk sales teams in your assigned region for pursuing DevSecOps/Cloud related business opportunities for CyberArk. This role will be the advocate of our DevSecOps/Cloud solution working closely with all the functional teams, Product Management team and sales teams to formulate and execute go to market strategy, as well as identify areas of improvement with the aim of increasing CyberArk's DevSecOps/Cloud brand awareness and market share. Therefore, this person must have a good understanding of the current DevOps and DevSecOps/Cloud market landscape across the region, competition and their modus operandi, as well as ability to identify area of focus to drive and achieve maximum returns on investments. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets.
Responsibilities
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 digital transformation, cloud and application development.
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 Account 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 Advisory Firms, Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of CyberArk's DevSecOps solutions in the assigned geography.
Be recognized internally as a subject-matter expert on DevOps and DevSecOps including how to best position against competitors in our market(s).
Supporting sales team to identify, scope, negotiate, and close new sales opportunities in order to meet and exceed established sales quota.
Qualifications
6+ years sales or consultancy experience within the DevOps or DevSecOps or Cloud environment.
A demonstrated history of software sales consistently meeting or exceeding assigned quota.
A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity.
In-depth knowledge on DevOps, DevSecOps and Cloud best practices and associated terminology and technology employed by large enterprises.
In-depth knowledge of DevOps, DevSecOps and Cloud vendors and products. Must be able to compare and differentiate with CyberArk solutions. An emphasis on DevSecOps vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
Interaction with Product Management to articulate custom requirements based upon customer needs.
Excellent oral and written communications skills and 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 positioning for wins.
Ability to travel within assigned territory and other locations when necessary.
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Software Development
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