Solutions Strategy Architect – Apj Workforce Identity jobs at Cyberark in China, Purang

Key Responsibilities

Managing MSP Partner relationships:

• MSP Pipeline Development
• MSP Partner recruitment:Identify, engage, recruit and enable target MSPs that represent regional opportunity in the scale sector.
• Enablement & Play Execution:Deliver and continuously refine prescriptive partner plays focused on MSP growth. Provide guidance and training on MSP offerings, sales motion, and positioning to internal scale reps and channel teams.
• Scale Partner Engagement: Serve as the primary MSP point of contact for scale-focused resellers and smaller service providers. Build partner relationships that move beyond resale to recurring services models.

• Managing multiple stake holders/Collaborates cross-functionally:Collaborate with distribution, MSP overlays, regional CAMs, marketing, product teams to align strategy and execution and launch campaigns that promote MSP offerings —especially simplified and high-velocity solutions like IGA and machine identity products.

• : Help partners transition from transactional sales to recurring revenue models by introducing recurring billing concepts and bundling CyberArk solutions as part of managed services offerings.

• 5+ years in MSP partner development, MSP partner programs, or MSP-focused roles—preferably within cybersecurity, SaaS, or enterprise software.
• Proven experience driving MSP/recurring service adoption across mid-market or scale partners.
• Deep understanding of MSP business models and indirect sales motions across EMEA regions.
• Strong communication and partner-facing skills, with the ability to present value propositions to both technical and business audiences.

Responsibilities

• Contribute to the overall Go-to-Market enablement strategy, including infrastructure, organization, and content components.

• Capture sales enablement requirements and priorities working with the APJ President and regional sales leaders.

• Ensure that success measures and metrics are in place to show business impact of sales training events and workshops.

• Collaborate with sales process and methodology vendors, including achieving certification when necessary.

• Design high impact programs for a global sales audience, based on content that can be easily updated and localized.

• Organize and deliver ongoing sales enablement events such as seminars and office hours within a quarterly structure.

• Partner with the Global Events team for the annual Global Kick Off, and the HR department for new hire onboarding.

• Support sales skills building for the CyberArk partner network, working with the Director of Partner Enablement.

• Ideally more than 5+ years of leading regional sales enablement programs with a track record of delivering measurable impact within a SaaS environment

• Strong business acumen with demonstrated ability to provide practical insights from firsthand experience

• Ability to build relationships and influence all levels within the organization, especially sales, sales management, and sales leadership.

• Excellent communication skills, with the ability to articulate complex concepts concisely and compellingly.

• Creative problem-solving, able to take a hands-on approach to building enablement solutions in a fast-moving environment.

• Demonstrated project management capability in a highly matrixed organization, including vendor contributions.

• Relentless customer focus, with the aim of delighting customers throughout the sales process and subsequent value delivery.

• Experience working with global teams in multiple time zones.

• Experience with the Command of the Message framework (Force Management) preferred.

• Prior experience with a fast-growth enterprise software or technology company preferred.

• Ability to travel internationally as needed - estimated 20%.

Responsibilities

• Lead and mentor a team of Solution Sales Specialists across APJ.

• Define and execute regional go-to-market strategies aligned with global objectives.

• Collaborate with Product Management, Marketing, and Engineering to refine positioning and messaging.

• Drive solution sales for Workforce Identity, PAM and Cloud Security offerings.

• Support strategic sales cycles with compelling business cases and executive-level engagement.

• Ensure alignment with account teams to maximize deal conversion and customer success.

• Identify and pursue new business opportunities across key verticals and geographies.

• Collaborate with Product Management, Marketing, and Engineering to refine positioning and ensure product readiness for APJ market.

• Represent CyberArk at industry events, partner forums, and customer engagements.

• Monitor competitive landscape and adjust strategies to maintain leadership position.

• Establish and track KPIs including pipeline growth, win rates, and ARR targets.

• Partner with Sales Operations and Finance for territory planning and forecasting.

• 15+ years of experience in enterprise software solution selling, with at least 5 years in a leadership role.

• Technology aptitude in understanding and translating how technology products and solutions solve business problems, in identity security, cloud, or cybersecurity domains

• Prior experience managing a team of software sales or overlay sales specialists and lead them to consistently meeting or exceeding assigned quota

• Demonstrated ability to foster strong cross-functional collaboration, with a proven track record of effectively partnering with GTM peers and product teams to drive alignment and results.

• Strong understanding of APJ market dynamics and cultural nuances.

• Excellent communication, negotiation, and stakeholder management skills.

• Ability to travel across the region as needed.

Responsibilities:

• Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities in order to meet and exceed established sales quota. Provide comprehensive account plans and strategies to win new business with new and existing customers.
• As a central asset of our organization driving MIS sales you will articulate your efforts and strategy leveraging the other profiles and teams at your disposal such as pre sales and post sales teams, Field marketing operations, Product Management or Channel.
• Establish and maintain customer relationships at the executive, business decision-maker level including but not limited to CISO, CIO, and other executives responsible for identity management, security, risk, compliance, and governance.
• 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.
• Promote CyberArk’s Machine Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects’ and customers’ strategic initiatives but also broaden CyberArk product and solution capabilities.
• Drive account management responsibilities including solution improvement, solution offering configuration management, order issuance, service delivery, service management and revenue recognition.

• Ideally, you have 7+ years of prior sales experience in cybersecurity, identity access management, Cryptography, or related markets, in the META region and for the enterprise or public sector.
• A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota
• A demonstrated history of successful collaboration as part of a sales/account team in a strategic selling capacity and leadership in the sale cycle management.
• A mastering of complex solution-selling technics, methodology and strategy will be a key success factor
• Excellent oral and written communication skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives.
• Ability to travel within assigned territory and other locations approximately 20% of the time.
• Bachelor’s degree or equivalent experience
• Proficiency in Arabic and English

Key Responsibilities:

• Drive the sales of IAM and IGA solutions, achieving and exceeding sales targets.

• Develop and execute strategic sales plans to penetrate new markets and expand the customer base.

• Engage with C-level executives to understand their business needs and provide tailored solutions.

• Collaborate with cross-functional teams to ensure seamless execution and customer satisfaction.

• Conduct product demonstrations and presentations to prospective clients, highlighting key features and benefits.

• Manage the entire sales cycle from lead generation to closing deals.

• Build and maintain strong relationships with key decision-makers and stakeholders.

• Analyze market trends and competitor activities to identify new business opportunities.

• Proven experience as a Solution Sales Specialist or similar role, with a strong focus on IAM and IGA solutions.
• Strong background in SaaS and cloud environments.
• Demonstrated ability to engage and influence C-level executives.
• Experience in direct sales and solution sales (sales overlay).
• Excellent communication, presentation, and negotiation skills.
• Strategic thinker with the ability to develop and execute sales plans.
• Strong customer relationship management skills.
• Ability to analyze market trends and identify new business opportunities.

Responsibilities:

• Cultivate a deep technical understanding of CyberArk and associated technologies, staying at the forefront of industry advancements.
• Lead technical pre-sales activities and secure opportunities.
• Navigate the technical process and address any escalations that may arise.
• Proactively identify new sales prospects by cultivating and nurturing relationships with potential and existing clients.
• Present CyberArk’s technical value proposition with eloquence and precision.
• Craft compelling responses to the functional and technical elements of RFIs/RFPs.
• Ensure the success of customer proof-of-concepts (POCs).
• Effectively convey client requirements to our Product Management teams and provide technical perspectives at CyberArk’s and partners’ seminars and industry trade shows.

• 8 - 10 years of presales experience within the high-tech sales sector, with a demonstrated track record of success.
• Strong experience with Windows/Active Directory administration and operations, with some knowledge of UNIX/Linux.
• Excellent presentation and communication skills, with the ability to deliver high-quality product demonstrations to both technical and executive audiences.
• An understanding of security concepts and the development of security roles within organizations that meet functional, technical, and regulatory requirements.
• Operational experience with LDAP Directories and LDAP Authentication methods.
• Enterprise application authentication experience is a plus (e.g., .NET, Java, CLI).
• Application development experience and scripting knowledge are preferred.
• Certifications such as CISSP or SANS are a plus.
• A smart, bold, but humble attitude to work collaboratively with CyberArkers across the organization.
• Relevant certifications such as Certified Information Systems Security Professional (CISSP), AWS Certified Solutions Architect, Azure Solutions Architect Expert, Google Cloud Professional Cloud Architect, or similar are highly desirable.

Key Responsibilities:

• Technical Pre-Sales Support: Provide technical support throughout the sales cycle, with a focus on the early (prospecting and discovery) and late (negation/defense of the technical win) stages.
• Technical Discovery: Conduct technical discovery sessions to uncover customer challenges and gain a deep understanding of their desired outcomes through collaboration with stakeholders.
• Solution Validation: Integrate brief demonstrations to validate the proposed solutions' direction.
• Value Proposition: Present the technical value proposition of CyberArk’s solutions at an executive level, clearly demonstrating how they address the customer's specific problems and bridge the gap between current and future states.
• Influence Solutions Engineering Activities: Play a key role in advising subsequent solutions engineering activities, including full demos, deep-dive demos, proof-of-value (POV), and proof-of-concept (POC) engagements.
• Content Creation: Develop high-quality tailored technical content, including detailed solution diagrams and presentations that clearly communicate the value and functionality of CyberArk’s solutions.
• Feedback Communication: Relay customer feature requests, requirements, issues, and general market feedback to the product and solutions teams.
• Evangelism: Support CyberArk’s evangelism efforts through formal activities such as webinars, seminars, lunch-and-learn sessions, and industry trade shows, as well as informal engagement with customers, partners, and social channels.
• Product Mastery: Maintain a deep understanding of CyberArk’s offerings and strive to fully understand common customer technology stacks, challenges, and competitive solutions.

• · Skills:
  • Exceptional ability to present complex technical information in a clear and concise manner to both technical and non-technical audiences, including executives.
  • Strong problem-solving skills with the ability to analyze complex technical challenges and propose effective solutions.
  • Proven ability to build and maintain relationships at multiple organizational levels, working cross-functionally to deliver comprehensive solutions.
• Security Knowledge: Understanding of security concepts, regulatory requirements, and the implementation of security best practices within enterprise environments.
• IAM Experience: Experience with Identity Governance and Administration (IGA) and/or Identity and Access Management (IAM) solutions, such as Identity Providers (IdPs), Privileged Access Management (PAM), and Multi-Factor Authentication (MFA) is advantageous.
• Certifications: Relevant certifications such as Certified Information Systems Security Professional (CISSP), Certified Cloud Security Professional (CCSP), AWS Certified Solutions Architect, Azure Solutions Architect Expert, Google Cloud Professional Cloud Architect, or similar are highly desirable.