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
https://www.cyberark.com, read the CyberArk blogs or follow us on Twitter via @CyberArk, LinkedIn or Facebook.
What you will do
As the APJ Solution Sales Specialist focusing on our endpoint and identity solutions (Workforce Solutions), you will play a vital role as the pioneer Sales Subject Matter Expert to support the field sales team that are engaged with CyberArk’s Enterprise Customers and Partners by guiding, strategising, sharing of best practices and competing against competition with the ultimate aim of winning deals.
A key function of this role is establishing a highly collaborative working relationship with the sales teams in APJ for pursuing the Workforce solutions related business opportunities. As the advocate of this solution, you will work closely with the 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 Workforce solutions brand awareness and market share. Therefore, this person must have a good understanding of the current Workforce solutions 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.
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 endpoint security.
- 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 endpoint & identity security solution in the assigned geography.
- Be recognized internally as a subject-matter expert on endpoint and/or identity security 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.
What you need to succeed
- 5+ years sales or consultancy experience in the endpoint and/or IAM market
- Regional selling experience in either of these regions i.e ASEAN, ANZ, North Asia, Japan, India, Korea
- A consistent proven track record as an enterprise software sales / sales specialist 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 cloud security best practices and technologies employed by large enterprises.
- Good knowledge of cloud security market landscape. Ability to compare and differentiate competitors with CyberArk solutions.
- 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 APJ and other locations when necessary.
