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Solution Sales Specialist - Vendor PAM

Date:  Jul 25, 2022


Job Category:  Sales
Department:  Go To Market

Solution Sales Specialist – Vendor PAM:

Who we are:

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.


What you will do:

  • You will partner closely with Solutions Engineers, Customer Success Teams and Professional Services to align the technology architecture to the customer's desired business outcomes.
  • Primary focus is adoption of existing customers, prospecting new customers, and expanding the base.
  • You will develop & present compelling business cases to customers & internal teams, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk.
  • 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 CyberArk’s Identity solutions in the assigned geography.
  • Drive account management responsibilities including solution creation, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.
  • Work independently and as part of a sales team to Identify & scope new sales opportunities in order to meet and exceed established sales quota.

 What you need to succeed:

  • As a Global Solution Sales Specialist, you’ll play a vital role in the success of CyberArk’s Vendor PAM solution. 
  • You will be responsible for new customer acquisition, adoption and customer growth of in an assigned regional geography as a strategic member of the selling team.   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 CyberArk account teams including customers success, SDRS, IAES, SEs, Sales, and professional services, for prospecting new potential opportunities, ensuring adoption of existing customers, and customer growth.


How you will stand out from the crowd:

  • 7+ years prior sales experience in the cybersecurity, identity access management, or related markets.
  • 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.
  • In depth knowledge on Identity Access Management best practices and associated terminology and technology employed by large enterprises.
  • In depth knowledge on Identity Access Management vendors and products and able to compare and contrast with CyberArk products. An emphasis on (IAM) vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
  • Interaction with Product Management to articulate nonstandard / 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 technical wins.
  • Ability to travel within assigned territory and other locations when needed – 20%
  • Bachelor’s degree or equivalent experience


CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status. 


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