דרושים ב-Cyberark ב-Germany

Responsibilities:

• Developing in collaboration with management territory plans for a defined set of accounts.
• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.
• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.
• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.
• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.
• Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.
• Operate in a team environment both within the Strategic Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.
• Work effectively with our multiple channel partners to extend our sales and delivery reach.

• You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises.
• You can relate IT to business objectives.
• Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.
• Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.
• An active network of contacts across large retailers and their subsidiaries.

Responsibilities:

• Developing in collaboration with management territory plans for a defined set of accounts.
• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.
• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.
• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.
• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.
• Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.
• Operate in a team environment both within the Strategic Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.
• Work effectively with our multiple channel partners to extend our sales and delivery reach.

• You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises.
• You can relate IT to business objectives.
• Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.
• Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.
• An active network of contacts across the large financial institutes and it subsidiaries.

Our Industry Go-to-Market organization is responsible for increasing market share within the manfuctering verticals across Europe, the Middle East, and Africa (EMEA).

Reporting to the EMEA Head of Industries, you will develop go-to-market strategy, revenues and team to enable the Manufacturing vertical to continue its rapid growth across the region

Responsibilities:

• Develop a strong vision and strategic goals for CyberArk EMEA Manufacturing business, positioning CyberArk as the human & machine identity security leader in the region
• Plan, implement and execute on a sales strategy, leveraging market knowledge and experience to convey product value proposition and positioning
• Coach a team of Account Executives through complex sales while taking a more consultative approach to selling. Those sellers who will maintain a direct reporting line in local sales leaders
• Develop and maintain high-level relationships with key prospective customers and organizational leaders
• Define and develop with Sales enablement specific Go to Market Programs for Manufacturing vertical
• Define and drive specific technological alliances with EMEA to further enrich vertical value play
• Provide business development and thought leadership through opportunity identification to grow new businesses, driving new capabilities and incremental business success
• Partner closely with cross-functional teams including Channel, Solution Engineering, Marketing, and Product to drive operational and product improvements
• Collaborate Globally with other theatre leaders to define CyberArk Manufacturing's best practices
• Maintain constant awareness of markets and competitive activity, making appropriate strategic and tactical sales recommendations to always stay one step ahead

• Extensive Experience in the Manufacturing sector across EMEA, previous Manufacturing CISO experience a clear plus
• Understand key issues affecting Manufacturing industry, including modernization, IT/OT, compliance, security & cloud.
• Excellent business and customer acumen
• Experience creating strategies and initiatives, working with multiple stakeholders across a matrix organization.
• Experience working with C-Level Executives
• Ability to Travel

Advantages

• Ability to speak an extra key European language beyond English

Responsibilities:

• Developing in collaboration with management territory plans for a defined set of accounts.
• Develop knowledge of our products, map them to customer strategic imperatives and be able to articulate their business value for budget holders and decision-makers such as C-suite, Technical, Product and/or Finance teams.
• Planning engagement activities to build and maintain enterprise accounts that deliver long-term benefits for our partners, advisors and third parties while delivering revenue in excess of quota to grow our company.
• Follow up on incoming or self-generated leads, confidently articulating the need and methodologies around identity security and privileged access management.
• Leading the whole sales cycle, from self-generated leads, through to proof of technical and business value, to negotiation, contracting and deal closing.
• Accurately forecast your business and maintain business systems such as Salesforce CRM to present an accurate and up-to-date view of your business.
• Operate in a team environment both within the Strategic Account Executive team as well as leading cross-functioning teams such as go-to-market and marketing.
• Work effectively with our multiple channel partners to extend our sales and delivery reach.

• You have demonstrated success in SaaS sales and subscription sales, preferably in large transformative software solutions sold to large enterprises.
• You can relate IT to business objectives.
• Understanding of use cases and requirements in securing sensitive data and IT systems of customers by qualifying identity security opportunities.
• Knowledge in Cybersecurity, Identity Management, Database Management, SIEM and Compliance, Information Security, or Enterprise IT Experience.
• An active network of contacts across the large financial institutes and it subsidiaries.

Responsibilities

• Establish a trusted adviser relationship with your customers and drive key relationships
• Understand CyberArk products, their features, functions and understand how they can be used to address customers security concerns
• Work closely with the customer to create, define and review success criteria
• Conduct Quarterly business reviews to ensure successful outcomes are being  achieved from CyberArk solutions
• Monitor customer support tickets to ensure SLAs are met
• Track product adoption to ensure high retention rates
• Define success plan for at-risk customers and execute in collaboration with functional team
• Work closely with sales team on contract renewal, upsell, and cross-sell opportunities
• Ability to manage complex customer relationships that may extend across multiple products and regions

• 3+ years in a Customer Success, Sales Engineer, Account Management, or similar role
• Excellent communication and interpersonal skills; ability to build relationships at multiple levels and to work cross the organization to deliver best results for customers and CyberArk.
• Experience working with large enterprise customers (Executive level, CXO)
• Experience building and maintaining relationships, with a goal to mitigate customer churn and drive successful and renewals
• Knowledge of enterprise Directory services (Active Directory, LDAP, Azure etc.), including support and security operations
• Strong experience with Windows/Active Directory administration, knowledge of UNIX/Linux, databases.
• Scripting, development, DevOps highly desirable.
• Cloud technologies such as AWS, Azure, GCP a plus
• Installing and support enterprise software on Windows and UNIX platforms
• An understanding of security concepts and the development of security roles within organizations
• Prior experience with CyberArk Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions preferred especially in the IAM and SIEM space
• Fluency in English and Native German language