Jobs in China, Purang

Responsibilities:

• Lead and oversee the successful delivery of all Security Services engagements in ANZ, acting as the primary escalation point for the regional team.
• Provide expert-level CyberArk technical services to enterprise customers, continuously optimizing delivery methodologies and models.
• Champion CyberArk’s Security Services value proposition, proactively identifying and supporting new service opportunities.
• Partner with Sales to drive adoption through effective positioning, scoping, solutioning, and proposal development.
• Collaborate with cross-functional teams and regional delivery partners to strengthen relationships and uncover incremental business opportunities.
• Manage team workload and ensure consistent service delivery coverage across the region.
• Contribute to the strategic expansion of services within ANZ.
• Share best practices, lessons learned, and process improvements across the global Security Services organization.
• Actively participate in regional and global leadership initiatives and projects.
• Respond promptly and effectively to internal and external customer inquiries.

• 15+ years of experience in customer-facing technical roles, with at least 5 years in a leadership role.
• Proven track record in managing complex service delivery projects aligned with customer success outcomes.
• Strong technical background with experience in:
  • Identity Management (IDM), Single Sign-On (SSO), SIEM, Application Servers, Authentication technologies, and Ticketing Systems.
  • Cloud platforms such as AWS, Google Cloud, and Microsoft Azure.
  • Enterprise tools including Salesforce, FinancialForce, and Gainsight.

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.

We are seeking for an established and seasoned large deal maker who has proven track record of high value solution selling in a Software-as-a-Service environment. As part of a high performing cyber security sales team focused on the continued growth of the CyberArk ANZ client base, you will be responsible for selling the CyberArk Identity Security portfolio focused on some of the most established existing FSI accounts in the region. You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.

• Identify prospective CyberArk clients within defined market segment and accounts

• Driving new business in existing enterprise accounts with continuous development of long-term pipeline to increase CyberArk's share of wallet.

• Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical.

• In-depth knowledge of customer's business model, organizational structures, business processes and financial structure.

• Demonstrate the ability to leverage CyberArk's portfolio of products and services to change the playing field against our competition.

• Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.

• Work with business partners in the wider eco-system of SI partners and advisory firms.

• Track record of success in identifying, cultivating and closing high value deals

• 10+ years of key accounts experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance

• Experience selling into Banking and Financial Services Industry is required

• SaaS, IAM or Cyber Security solution sales experience highly preferred

• Strong customer centricity and success oriented sales mentality

• Considered a knowledgeable expert in given field by company and customer

• Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce

• Excellent presentation/communication skills

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%.

We are seeking proven sales performers to expand our customer base in the Identity and Security portfolio within Taiwan. This is a role for someone who is great at both nurturing and growing within install-based accounts and hungry for new business success. You will manage and drive the full sales cycle of deals in your specific territory through direct approach and sell through with distributors. This is a great opportunity for a strong account manager with a proven track record of high value solution selling in a Software-as-a-Service environment. You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.

• Ability to manage existing enterprise customers to continuously upsell and cross-sell into those accounts
• Driving new business in existing and new accounts with continuous development of long-term pipeline to increase CyberArk's share of wallet
• Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical
• In-depth knowledge of customer's business model, organizational structures, business processes and financial structure
• Demonstrate the ability to leverage CyberArk's portfolio of products and services to change the playing field against our competition
• Know strengths and weaknesses of key competitors and using this knowledge to your advantage during a sales cycle.
• Work with key business partners in the wider eco-system of distribution and SI to formulate the right plan for the territory

• At least 10 years as an enterprise software sales within the software vendor space in Taiwan
• Familiar and experience in selling subscription & cloud business, security experience is higher preferred
• Track record of success in identifying, cultivating and closing deals with enterprise accounts
• Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in enterprises to select and implement information security solutions
• Having strong customer centricity and success oriented sales mentality
• Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce

Responsibilities:

• To be responsible for the overall marketing plan for Japan region, across all business units.

• Develop a regional integrated marketing plan that builds demand and pipeline for prospects and customers in the Japan region, including inbound and outbound campaigns comprising of Digital, Events, Social Media, Email, Web, Advertising, Communications and Creative.

• Build strong relationship and collaboration with key stakeholders like SDRs, sales, solution sales, partners and solution engineers to gain market insights and ensure alignment of marketing investments to top business priorities.

• Work with global marketing, regional and local sales counterparts and partners to optimize and nurture quality leads conversion. Ensure effective and timely follow up.

• Identify, manage and coordinate resources, and measure effectiveness of local and regional events (CyberArk and industry).

• Manage the validation and translation process for Japanese language

• Increase CyberArk demand via our Partner Ecosystem – drive and support partner marketing programs for new logos development especially with the focus partners.

• Support the expansion of our partners (Channels, Advisories and Technology Alliances) with effective channel-ready demand programs and strong relationships with counterparts at top tier partners. Ensure marketing plan is part of the business plan with focus partners.

• Manage contracted marketing services agencies to ensure delivery effectiveness and efficiency.

• Identify digital marketing programs for region and work collaboratively with global Digital/Social media teams to plan, execute and track campaigns.

• Leverage on global GTM plays and use cases, tweak or localize (if required) for marketing narrative, messaging, contents or materialsto make it relevant to Japan target market.

CyberArkでは、成長を続けるAPJチームの一員として、ダイナミックで意欲的なリージョナルマーケティングマネージャーを募集しています。日本のGo-To-Market (GTM)チームと連携し、高いリードコンバージョンとミーティングを促進するため、コスト効率の高いリードジェネレーションプログラムの開発、管理、実行、提供を担当します。また、グローバルおよびローカルのマーケティングチームと密接に連携し、新規事業開発と市場拡大を継続的に成功させるためのマーケティングキャンペーンを調整、適応させます。このポジションはAPJマーケティング・ディレクターの直属となります。この職務を成功させるには、分析的思考、創造的な需要創出スキル、プロジェクト管理の専門知識が必要です。また、営業、パートナー、SDR、他のRegionのマーケティング担当者など、組織全体と協働する能力も求められます。

• 日本地域のマーケティングプラン全般を担当。

• デジタル、イベント、ソーシャルメディア、Eメール、ウェブ、広告、コミュニケーション、クリエイティブからなるインバウンドおよびアウトバウンドキャンペーンを含め、日本地域の見込み客や顧客に対する需要とパイプラインを構築する地域統合マーケティングプランの策定。

• SDR、セールス、ソリューションセールス、パートナー、ソリューションエンジニアなどの主要なステークホルダーと強い関係を築き、コラボレーションを行うことで、マーケットインサイトを獲得し、マーケティング投資とビジネスの優先順位を一致させる。

• グローバルマーケティング、リージョンおよびローカルの営業担当者、パートナーと協力し、質の高いリードのコンバージョンを最適化し、育成する。効果的かつタイムリーなフォローアップを行う。

• リソースの特定、管理、調整、ローカルおよびリージョナルイベントの効果測定（サイバーアークおよび業界）。

• 日本語の検証および翻訳プロセスの管理。

• パートナーエコシステムを通じたCyberArkの需要拡大 - 特にフォーカスパートナーとの新規ロゴ開発のためのパートナーマーケティングプログラムの推進とサポートを行う。

• 効果的なチャネルレディデマンドプログラムとトップティアパートナーのカウンターパートとの強力な関係を構築し、パートナー（チャネル、アドバイザリー、テクノロジーアライアンス）の拡大をサポートする。フォーカスパートナーとのビジネスプランにマーケティングプランが含まれていることを確認する。

• 契約しているマーケティングサービスエージェンシーを管理し、効果的かつ効率的なサービスを提供する。

• 地域に適したデジタルマーケティングプログラムを特定し、グローバルなデジタル/ソーシャルメディアチームと協力して、キャンペーンの計画、実行、トラッキングを行います。

• Bachelor’s degree required, marketing or business related degree a plus.

• Over 15 years of combined marketing experience, primarily focused on demand generation, integrated campaigns, event management, agencies management and telemarketing, translation and digital marketing.

• Professional B2B marketing experience leading demand generation programs preferably in the information security and software and services space.

• Proficiency with marketing automation and CRM tools like Marketo and Salesforce.com.

• Experience with social media channel including LinkedIn, Facebook and YouTube.

• Data driven, good marketing communication and collaboration skills a must.

• Strong communication skills, both written and verbal. Fluency in English and Japanese.

• Willingness to travel, averaging 20% of time.

• Good understanding of Japan’s Enterprise IT landscape. Security and SaaS experience will be a plus.

• Able to create messaging that would differentiate our value proposition against competitors.

• 学士号、マーケティングまたはビジネス関連学位あれば尚可。

• 主にデマンドジェネレーション、統合キャンペーン、イベント管理、代理店管理、テレマーケティング、翻訳、デジタルマーケティングを中心とした10年以上のマーケティング経験。

• 情報セキュリティ、ソフトウェア、サービス分野でのデマンドジェネレーションプログラムをリードしたB2Bマーケティングの専門的経験。

• MarketoやSalesforce.comなどのマーケティングオートメーションやCRMツールに精通していること。

• LinkedIn、Facebook、YouTubeなどのソーシャルメディアチャンネルの使用経験。

• データドリブン、優れたマーケティングコミュニケーションとコラボレーションスキル。

• 文書および口頭での強力なコミュニケーションスキル。英語と日本語が堪能であること。

• 年間約20％の出張にご対応いただける方。

• 日本のエンタープライズIT事情に精通していること。セキュリティやSaaSの経験があれば尚可。

Responsibilities:

• Build strong relationships with partners, ensuring they clearly understand CyberArk’s value proposition and can effectively position CyberArk solutions within their portfolio.
• Engage with stakeholders at all levels within partner organizations to gain commitment and drive sales of CyberArk licenses and maintenance contracts.
• Collaborate with partners to develop and implement detailed quarterly and annual business plans aligned with mutual growth goals.
• Confidently represent CyberArk’s messaging and solutions in a variety of settings, from one-on-one meetings to large seminars and events.
• Train partner sales teams on CyberArk’s comprehensive product portfolio and tailored vertical messaging to enhance their selling capabilities.
• Design and launch new or existing partner programs that generate additional business opportunities and strengthen alliances.
• Monitor partner adherence to program criteria, driving partners to achieve and exceed required competency and certification levels.
• Maintain accurate sales forecasts and visibility into all pipeline opportunities within your partner network.
• Ensure partners fully understand CyberArk’s operational processes, including deal registration, pricing, and compliance with standard procedures.

• Ideally 8+ years of proven experience managing complex, revenue-generating partnerships, preferably with a focus on SaaS solutions in recent years.
• Good understanding of SaaS business transformation and its impact on channel management strategies
• Excellent communication skills, able to confidently engage and present to stakeholders at all organizational levels.
• Proficient with Salesforce (SFDC), Microsoft Office Suite, and other corporate applications as required.