Strategic Account Manager - Dach M/w/d jobs at Cyberark in Indonesia

Ownership of Full Sales Cycle & Forecasting:

• Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk’s value proposition, with full accountability for quota attainment.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
• Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.

Deliver Business Outcomes Through Consultative Selling:

• Understand customer priorities and translate CyberArk’s platform into tangible business value and technical relevance.
• Lead with insights, not features—this is a solution-led, outcome-driven role.

Build Executive and Multi-Level Relationships:

• Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
• Develop champions and foster account trust that supports long-term growth and expansion.

Orchestrate the Broader Sales Team:

• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across CyberArk’s portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

Work Across the Ecosystem:

• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
• Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.

Territory Planning and Execution:

• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace, drive expansion, and ensure alignment with CyberArk’s growth goals.

Use of AI-Enabled Sales Tools:

• Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

Market Insight and Domain Knowledge:

• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner.

Sales and Commercial Acumen:

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome-oriented with strong commercial judgment and quota ownership mindset.

Domain Expertise:

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

Channel and Ecosystem Experience:

• Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths:

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team-based success.

Sales Process and Tool Familiarity:

• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.

CyberArk is actively seeking an accomplished and dynamic R&D Team Lead to Lead our platform for Data & AI. In this role, you will be responsible for several innovative SaaS focused services. You will have the responsibility of overseeing a group of skilled software engineers. Your role involves guiding them in the development of innovative solutions, fostering advancements in data processing, analysis, and AI by leveraging state-of-the-art serverless technologies on the AWS platform. As part of your role, you will be collaborating with security architects, product managers, and other development teams, collectively working towards the creation of sophisticated and secure platforms that adhere to the highest security standards.

We are seeking an energetic and versatile individual to join our team and contribute to the achievement of our objectives. In this capacity, you will provide leadership and direction to a team proficient in AWS serverless architecture, AWS CDK, and Python. This team is responsible for designing, developing, testing, securing, and deploying services throughout the entire lifecycle, from planning to production

• Overseeing a group of skilled engineers
• Producing valuable and qualitative content for our customers in a timely fashion
• Maintaining services in production environment
• Professional growth of the team members
• Recruiting and training new team members
• Working with different groups and focal points in the organization
• Defining improvement goals for the team and leading the team to achieve the goals
• Maintaining our culture
• Deep knowledge of our products and how customers use them
• Working hand-in-hand with Architects, Product Managers, Product Owners and the team to deliver features from requirements to production
• Passionate about code design, high-quality code and code reviews, optimizing, and challenging the status quo

What you need to succeed

• ​3 + years’ hands-on experience leading development of highly-scalable SaaS complex applications

• 5+ years of experience in Python/Go/Java/C#/C++ (Python is a definite advantage)

• 2+ years of experience with AWS cloud platform

• Experience with Agile, CI/CD based development
• Proactive, highly motivated individual with a high work ethic and goal-oriented approach
• Capable and courageous enough to deep dive into complex areas in the system, analyse them, suggest solutions, and make necessary changes
• Excellent communication and presentation skills
• Bachelor’s Degree in Computer Science or Engineering related field / technology Elite unit alumni with relevant experience
• Passionate about code design, high-quality code, and code reviews, optimizing and challenging the status quo.
• Proactive by nature; internal drive for excellence and improvement
• Good communication skills, fluent in English, good writing skills
• Autodidact, like to learn new things and share with the team

How will you stand out from the crowd:

• Experience in enterprise scale application development in cloud/SaaS environment (AWS serverless architecture is a definite advantage)

• Experience with AWS and server-less solutions

• Solid understanding of design patterns and best practices.

As a Senior Product Analyst at CyberArk, you’ll join the AI Solutions group, contributing to the development of intelligent identity security capabilities. This role sits at the intersection of data, product, and AI - giving you the opportunity to apply analytical thinking and technical skills to help shape real-world solutions. You’ll work alongside senior analysts, data scientists, engineers, and product managers to explore data, derive insights, and contribute to productizing AI-driven features that improve the performance, usability, and intelligence of our offerings.

• Analyze product usage and behavioral data to support the design and improvement of AI-powered features.
• Work closely with product managers and engineers to translate insights into productized solutions that enhance functionality and user experience.
• Build and maintain dashboards, KPIs, and reports that drive product decision-making.
• Contribute to the development and validation of success metrics for new capabilities.
• Collaborate with data scientists on experiments, A/B tests, and model monitoring efforts.
• Ensure data quality and support scalable pipelines by working with data engineering teams.
• Communicate findings through clear presentations and visualizations that influence roadmap decisions.
• Develop a deep understanding of product workflows and user behavior to guide analytical priorities.

• 4+ years of experience in an analytics role.
• Bachelor’s degree in Industrie Engineering, Information Systems, or related discipline.
• Proficiency in Python for data manipulation, analysis, and basic scripting is required.
• Strong SQL skills and experience querying structured data sources.
• Familiarity with BI tools such as Tableau, Looker, or Power BI.
• Analytical mindset with a keen interest in connecting data to user experience and product performance.
• Excellent communication skills-able to explain complex ideas clearly to technical and non-technical audiences.
• Comfortable working collaboratively in cross-functional teams.

• Experience with cloud-based ML infrastructure (e.g., AWS SageMaker, GCP Vertex AI) and big data tools (e.g., Spark, Airflow).
• Understanding of A/B testing, experimentation frameworks, or product metrics design.
• Interest or experience in cybersecurity, AI/ML, or identity security.

Responsibilities

• Lead complex enterprise-level analyses that support CyberArk’s operating plan and strategic initiatives.
• Build and maintain analytical data models and Tableau dashboards that unify and transform complex data into clear, trusted insights, providing stakeholders with visibility into performance and progress.
• Apply generative AI to accelerate analysis, automate synthesis, and enhance the clarity and impact of insights.
• Collaborate closely with leadership and other analytics teams to align on definitions, metrics, and business priorities.
• Deliver concise, executive-ready analyses and recommendations that connect data to strategic and operational decisions.
• Define and manage performance frameworks that measure initiative success and drive accountability.
• Operate autonomously on high-priority initiatives, setting a high bar for analytical rigor, cross-functional partnership, and communication excellence.

• 10+ years of experience in business intelligence, analytics, or business operations, ideally within a SaaS or high-growth technology company.
• Demonstrated success leading cross-functional analyses that inform strategic decisions and enterprise-wide priorities.
• Advanced proficiency in SQL and experience with modern data platforms such as Snowflake.
• Proficiency in Python for data analysis, automation, and advanced modeling is preferred.
• Strong experience developing dashboards and visualizations in Tableau or similar BI tools.
• Experience with SaaS metrics such as ARR, retention, and pipeline performance.
• Expertise in data modeling, transformation, and optimization.
• Familiarity with generative AI applications that enhance analytical workflows or accelerate insight delivery.
• Excellent communication and storytelling skills, with experience engaging executive audiences.
• Strong problem-solving ability, intellectual curiosity, and attention to detail.

The salary range for this position is $130,000 – $190,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.

Build Executive and Multi-Level Relationships

• Develop strong C-level/Director/Operational relationships with managed partners to drive strategic focus on CyberArk products and solutions.
• Representing CyberArk at partner events in the region, including delivering presentations.
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs.

Channel Management

• Grow contribution of our partners by improving capabilities required to sell the entire CyberArk portfolio.
• Ensure that assigned partners maintain the appropriate certification required to architect, sell, implement and operate CyberArk solutions.
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs.

Opportunity Management

• Develop new client pipeline / revenue through target market focus, joint business, pipeline and forecast planning and execution.
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs.
• Use cross-functional teams of specialists to drive marketing campaigns designed to increase market awareness and drive incremental sales.

Collaboration

• Collaborate closely with Account Executives and leadership on partner business opportunities and escalations.
• Use cross-functional teams of specialists to drive marketing campaigns designed to increase market awareness and drive incremental sales.
• Ensure customer happiness by coordinating CyberArk and Partner resources throughout the sales cycle.

Channel and Domain Expertise

• 10+ years of channel experience managing GSI/APAC security-focused partners.
• Proven success as a strategic partner relationship manager within identity or cybersecurity vendors.
• Deep understanding of GSI/AP economics, business models, and partner motivations for customer success.
• Experience in selling through Managed Services.
• Strong market trend awareness and ability to identify innovation opportunities.
• Fully conversant with Salesforce (SFDC), Microsoft Office, and other corporate applications.

Sales Process

• Strong sales acumen with a focus on pipeline hygiene, forecasting, development, and execution.
• Consistent track record of sales success.
• Experienced in executive-level engagement and stakeholder management.
• Able to work to targets, prioritize effectively, and manage own schedule.

• Fluent in English; based in the London office.
• Open to travel

You’ll recruit, mentor, and lead top engineering talent, while remaining hands-on and technically engaged. You'll play a pivotal role in the product’s evolution, building secure, scalable systems that deliver developer-focused cloud-native experiences.

Responsibilities

• Build and lead a new R&D team that will be responsible for core components of CyberArk Secrets Hub.
• Collaborate daily with counterparts in Israel and other global teams.
• Develop and grow a team of talented engineers through mentoring, coaching, and technical guidance.
• Plan, design, and deliver robust, scalable, and secure cloud services using modern architectural patterns (e.g. event-driven, microservices, serverless).
• Own delivery of software that meets time, scope, security, and quality goals.
• Partner with Product, UX, and internal security teams to ensure the best user experience and compliance posture.
• Foster a culture of engineering excellence, collaboration, ownership, and continuous improvement.

• 3+ years of experience as a hands-on team leader.
• 5+ years of experience with at least one major language: Python, Java, or C#.
• Strong interpersonal and communication skills.
• Proven ability to lead teams through full SDLC — from design and implementation to testing, deployment, and support.
• Experience working with CI/CD pipelines, infrastructure as code (IaC), and Agile development processes.
• Strong ability to anticipate, manage, and mitigate risks and technical challenges.
• Proactive, self-driven, and goal-oriented, with a strong sense of ownership.
• Bachelor’s degree in Computer Science, Software Engineering, or equivalent.

Additional Requirements

• Experience working in a global R&D organization, including direct collaboration with managers or teams in other countries.
• Background in a product-focused company (e.g., SaaS, B2B platforms, developer tools, or cloud services).

Advantages

• Experience building applications on AWS, especially Lambda, Step Functions, DynamoDB, and EventBridge.
• Familiarity with Secrets Management, Identity Security, or broader Cloud Security domains.
• Experience building multi-cloud services or APIs that interact with external cloud provider SDKs.
• Experience delivering enterprise-grade software for regulated environments (security, compliance, reliability).
• Knowledge of Secrets Hub, CyberArk’s platform, or competing tools such as Vault, ASM, AKV, or GSM.

What you will get:

• Additional health insurance with dental treatment included
• Life / permanent disability insurance
• Sick Leave allowance
• Program with shares of the company;
• Monthly sports card - Multisport
• Mobile phone plan coverage
• After 3 months of employment - 300 USD - to set up your home office
• Other: Learning budget per quarter
• Individual career development plan

Responsibilities

• Using your in-depth understanding of the enterprise sales-cycle, coach/lead your team to grow exceptional Solutions Engineers.
• Build and deliver product demonstrations and sales presentations to create excitement around CyberArk technology. Provide feedback and coaching to your team to improve their presentations abilities.
• Conduct POC evaluations of CyberArk products with prospective customers. Utilize your sales experience to position CyberArk’s value and differentiators to acquire the technical win.
• Inspire your SEs to relentlessly pursue customer satisfaction and represent the CyberArk brand
• Conduct frequent manager calls to assess the status of deals in-flight and align with the Sales Leadership to tack progress towards goal. Understanding your team’s strengths to know who to utilize and when.
• Collect and deliver constant feedback to CyberArk’s product management team to influence product direction and champion the voice of your customers.

• Experience in a leadership role, preferably in Solutions Engineering, Software Engineering, or Sales
• Strong presentation skills and professional demeanor. Ability to articulate complex concepts to both technical and non-technical audiences.
• An understanding of security concepts and the development of security roles within organizations that meet functional, technical and regulatory requirements.
• Ability to anticipate risks and devise solutions in the moment; adaptable.
• Strong understanding of DevOps practices and tools (CI/CD pipelines, containers, Kubernetes, Terraform, Jenkins, etc.).
• Scripting knowledge using tools such as PowerShell, or Bash.
• Ability to work with and understand REST APIs.
• Deep curiosity about the DevOps landscape and a desire to stay ahead of industry trends.
• Ability to distill complex technical concepts into business value propositions.
• Understanding of PKI fundamentals and concepts.
• Ability to use GIT (GitHub, GitLab, etc...)

Preferred:

• Experience securing cloud-native applications and hybrid infrastructures across AWS, Azure, and GCP.
• Operational experience with PKI deployment and lifecycle management.
• Prior experience with identity and access management (IAM), privileged access management (PAM), or secrets management solutions.
• Knowledge of Zero Trust security models and security compliance frameworks.
• Relevant certifications (e.g., Kubernetes, AWS, CyberArk Guardian or Defender).
• Familiarity with security frameworks (NIST, Zero Trust, CIS, etc.) and compliance requirements in regulated industries.
• Travel as needed (<50%)