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GSI/CSP Lead EMEA based in London/ Paris/ Amsterdam/ madrid or Germany

Date:  Nov 16, 2022
Location: 

United Kingdom, London

Job Category:  Sales
Department:  Go To Market

About CyberArk:

 

CyberArk, the global leader in privileged access management, helps organizations transform their business through improved security and reduced risk. As a trusted partner for thousands of companies around the world, CyberArk consistently sets the bar – driving innovation and helping our customers stay one step ahead of attackers.

Job Description:

CyberArk is looking for a GSI/CSP leader EMEA, a member of the EMEA Channel&Alliances team, and be engaged, aligned, and accountable to the EMEA GSI/CSP strategy and go-to-market activities and plans, reporting to VP EMEA Channel&Alliances and with a strong dotted line to Global theatre leadership

In this role, the person will define mutual goals and objectives based on overall company strategy and drive the team to build awareness and support of the comprehensive strategic benefits of the GSIs and CSPs in the region. Evangelizes company solutions in conjunction with strategies to recruit key alliances/partnerships and adjacent routes-to-market. Provides financial analyses, long-range forecasting, and analysis studies associated with potential alliances/partnerships and routes-to-market. Establishes metrics to assess the sales impact of the partners in the marketplace and the overall success of the EMEA channel. Monitor competitor activity in accounts and implement strategies to maintain account ownership and block competitor advancement. Selects develops, and evaluates personnel to ensure the efficient operation of the function. The successful candidate will manage MBOs, drive accountability and provide strategic and tactical directions for Cyberark in all aspects of GSI/CSP enablement, marketing, and sales within the geography  

Responsibilities:

· Design, develop and execute an EMEA GSI/CSP strategy that drives the Enterprise, Commercial, and Speedboat Accounts by incorporating a comprehensive recruitment, enablement, and marketing plan – against new and existing partners

· Lead and coach the sub-regional EMEA GSI/CSP team in driving a successful strategy and Go-to-Market model that supports business success and contributes to aggressively expanding the Cyberark footprint across the EMEA Market in alignment with the EMEA Sales team(s).

· Ensure EMEA Channel strategy aligns with Cyberark’s overall channel and sales strategy to drive top-line revenue growth

· Actively lead and drive the recruitment of all new and appropriate channel partners in the EMEA Space and develop the Cyberark partner ecosystem while driving executive level relationships within the various partners

· Drive the team by developing and executing a joint value proposition for each partnership and communicating internally and externally. Build business plans with timelines, success metrics, and planned activities to achieve goals.

· Quarterly (if not more frequent) updates to Cyberark management regarding partner issues, success, and updates

· Contribute as a member of the channel leadership team EMEA and globally in the ongoing development and execution of the partner growth strategy.

· Meet or exceed revenue targets as directed by EMEA and Global leadership

· Manage objectives across EMEA and communicate results to the EMEA leadership team

· Capture and communicate market intelligence, best practices, and customer feedback across assigned regions to improve products and processes

Requirements:

· 10+ years of successful EMEA Channel/Alliances Management within an Enterprise Software Company working resellers partner in and out of a 2-tier environment

· 10+ years working with large resellers/distributors/Consultants in the EMEA space and an understanding of their structure and go-to-market strategies.

· Experience working for / or with Security Software Companies is a huge plus.

· Strong track record of scaling a business and ability to successfully build and manage a partner Go-to-Market model within the EMEA market

· Experience building and managing a successful channel team.

· Understanding of Partner Programs and contracts associated with them

· Excellent analytics skills and accountability, Salesforce.com experience a plus. 

· Business level English mandatory

· Travel as required

#LI-HEH

 

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