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 https://www.cyberark.com, read the CyberArk blogs or follow on Twitter via @CyberArk, LinkedIn, or Facebook.

 Job Description:

CyberArk EMEA Business Development Manager (ISV & Tech Partners) (m/w/d): An experienced professional responsible for planning and implementing sell-with programs and enablement activities to our Technology Partners, Channel Community, and CyberArk field teams in EMEA. CyberArk has a broad integration portfolio with over 240 partners and mutually agreed sales and marketing programs with 10 strategic partners. These Technology Partners account for a significant portion of CyberArk’s revenue. The Business Development Manager will engage Technology Partners, Channel Partners, System Integrators, AWS, and CyberArk Account Executives to support sales enablement, account development, and field marketing for the purpose of developing and closing CyberArk sales opportunities. 

The EMEA Business Development Manager will enable our Partners’ field teams to become proficient in promoting and selling CyberArk Solutions.  This individual will arrange and sponsor customer events, prospect meetings, connect selling resources, strategic territory planning, target account identification, and travel as appropriate to build and maintain strong partner relationships.

Reporting to VP of Alliances, the candidate will make sure that the CyberArk EMEA field teams are utilizing our Technology Partnerships in all relevant sales opportunities. Success will be measured by the number of joint marketing programs identified and executed, the number of sales reps enabled/trained on the technology and the number of common business partners engaged.

 Responsibilities

• Enable the CyberArk EMEA field organization so that they are fully aware of their increased sales capabilities when working with our technology partners.
• Engage and develop our technology partners so that they are aware of CyberArk's ability to expand their market.
• Create enablement programs for common Business Partners (Cloud, GSI, MSP, Resellers) so that they are a viable channel for the combined CyberArk/Technology-Partner solutions.

• Become  an integral resource for our sales communities by;

• • Documenting/creating detailed go-to-market plans working with our partners.
  • Producing field content working with Business Development Managers and Product Marketing teams.
  • Attending/taking part in regional QBRs and regular sales meetings.
  • Attending conferences and regional field marketing events.
  • Enabling our sales communities on how they can leverage our Technology Partners in order to penetrate new logos and extend reach in our install base.
  • Creating and maintaining a Partner to CyberArk peer/peer map.
  • Working with our Field Marketing teams on regional events.
  • Working with our sales teams on helping with connecting to their sales counterparts.
  • Maintaining a tracker of everyone that is enabled.
  • Understanding capabilities of each partner, including their market segmentation and go-to-market processes.
  • Becoming an expert in the Joint Value Proposition for each relevant partner when working with CyberArk

Requirements:

• Greater than six years of sales or marketing experience, ideally in the security or enterprise software market.
• Strong communication and leadership skills to build consensus across other stakeholders.
• Ability to manage and grow partnerships that deliver value added services in Information Security, Identity & Access Management (IAM) and Privileged Access Security
• Must have experience in a hybrid sales environment of direct and indirect sales, excel at team building and have a proven track record of leadership
• Must have a strong technical aptitude
• Travel is required (approximately 50%)

We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability.

CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.

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