דרושים מנהל הצלחת לקוחות ב-Cyberark ב-בריטניה

Responsibilities:

• Lead renewal processes in the EMEA region and develop, alongside the Global Renewals VP, a prioritization/automation process aimed at securing renewal revenue in the most efficient manner possible – in line with a seamless customer experience

• Partner with direct team, Account Executives and Customer Success on highly impactful renewals with an advanced proficiency to think bigger picture and not only close negotiations, but also expand account opportunities via cross selling and up selling

• Pivotal in management of EMEA Renewals team’s pipeline forecasting exercises and metrics

• Drive the team process and operational rigor to support the growing Saas/Subscription renewal organization and transformation

• Identify and implement process improvements to drive efficiency and productivity

• Develop a strong relationship with the Channel to support renewal and growth opportunities through these critical partnerships

• Undertake personal and professional development opportunities that include developing and maintaining outstanding product knowledge, building deep expertise in cyber security trends, and continuing to enhance skills and abilities such as communication, presentation, negotiations, and teamwork

• Experienced at leveraging customer data/contracts and behavior to assess the health of each renewal
• Develop a playbook for renewal engagement, maximizing revenue retention and minimizing friction/risk within customer journey

• Experience in growing and managing a renewals team

• Renewals and customer success management experience in a security or enterprise solution environment – SaaS experience preferred

• Experience owning pipeline forecasting in Renewals, or Customer Success, or Sales – grasp of the complexity of forecasting in a renewals/retention recurring revenue business

• Comfortability contributing to strategic initiatives like automating scalable Renewals approaches

• Data-driven mindset with a commitment to process improvement

• Advanced proficiency in closing, upselling and cross-selling with a highly strategic and collaborative approach

• Strong communication, negotiation and influencing skills

• Customer First mentality, Smart, bold but humble attitude and Continuous Improvement approach to align with CyberArk’s values

• Proficiency in SFDC, CPQ, Clari, Microsoft Office Suite a plus

Responsibilities:

• Protect and Grow Annual Recurring Revenue (ARR) for the growing subscription and SaaS customer base by securing renewal contracts before expiration.
• Engage customers in conversations to understand budgets, key stakeholders, approval processes and timelines.
• Understand customer needs and demonstrate account management capabilities to bring renewal to closure.
• Responsible for managing quote to close process for all renewals within an assigned territory.
• Accurately, review, prepare and present renewal sales quotes, at least 90 days in advance of expiration.
• Accurate quarterly forecasting.
• Effectively defend against competitive pressures, within perpetual and SaaS environments, and uncover additional expansion opportunities.
• Partner closely with Customer Success to understand the health status of customers and drive adoption.
• Ownership of contract processes along with corresponding customer communications encompassing co-terming, upselling and multi-year options related to subscription renewals.
• Provide Management and Renewals Operation Team with regular and accurate updates on renewal contract statuses and customer escalation requests when needed.
• Proficiency in navigating and nurturing Distribution and Channel relationships.
• Communicate and effectively partner with Deal Desk, Sales Operations, Legal, Finance and Sales Management to navigate complex customer requests to bring renewals to closure.
• Meet and exceed annual and quarterly revenue goals.

• 2+ years of experience with software/subscription renewals - experience in SaaS environments a plus.
• Ability to effectively present to and communicate with customers at the executive level.
• Proficiency in contract negotiations and a consistent track record of quota achievement.
• Excellent organizational and time-management skills.
• Smart, bold but humble attitude and continuous improvement approach to align with CyberArk's values.
• Excellent customer management skills; including sales, account management, and customer service.
• Ability to identify areas of process improvement and efficiency.
• Proficiency in SFDC, CPQ, Microsoft Office Suite is preferred.
• Required language: German

Responsibilities:

• Protect and Grow Annual Recurring Revenue (ARR) for the growing subscription and SaaS customer base by securing renewal contracts before expiration.
• Engage customers in conversations to understand budgets, key stakeholders, approval processes and timelines.
• Understand customer needs and demonstrate account management capabilities to bring renewal to closure.
• Responsible for managing quote to close process for all renewals within an assigned territory.
• Accurately, review, prepare and present renewal sales quotes, at least 90 days in advance of expiration.
• Accurate quarterly forecasting.
• Effectively defend against competitive pressures, within perpetual and SaaS environments, and uncover additional expansion opportunities.
• Partner closely with Customer Success to understand the health status of customers and drive adoption.
• Ownership of contract processes along with corresponding customer communications encompassing co-terming, upselling and multi-year options related to subscription renewals.
• Provide Management and Renewals Operation Team with regular and accurate updates on renewal contract statuses and customer escalation requests when needed.
• Proficiency in navigating and nurturing Distribution and Channel relationships.
• Communicate and effectively partner with Deal Desk, Sales Operations, Legal, Finance and Sales Management to navigate complex customer requests to bring renewals to closure.
• Meet and exceed annual and quarterly revenue goals.

• 2+ years of experience with software/subscription renewals - experience in SaaS environments a plus.
• Ability to effectively present to and communicate with customers at the executive level.
• Proficiency in contract negotiations and a consistent track record of quota achievement.
• Excellent organizational and time-management skills.
• Smart, bold but humble attitude and continuous improvement approach to align with CyberArk's values.
• Excellent customer management skills; including sales, account management, and customer service.
• Ability to identify areas of process improvement and efficiency.
• Proficiency in SFDC, CPQ, Microsoft Office Suite is preferred.
• Required language: German

Responsibilities:

• Facilitate preparation and readiness for agile team events and ceremonies – PI/Release/Iteration planning, daily stand ups, iteration reviews, retrospectives, system demos and Inspect & Adapt workshops.
• Partner with teams and stakeholders to identify and remove impediments and coordinate with other teams to manage dependencies and risks.
• Work closely with other scrum masters and team members to implement agile methodologies and best practices.
• Coordinate with product owners and team leads on prioritizing and grooming requirements for development teams.
• Develop and present project metrics and status reports to stakeholders.
• Design and perform effective retrospectives for continuous improvement of processes and teams.

• CSM certification with multiple years of SAFe experience with cross-functional teams.
• Proven track-record of successfully managing complex projects and cross-functional teams.
• Strong written and verbal communication skills.
• Excellent leadership skills in managing distributed team members.
• Good interpersonal skills and ability to work under pressure.
• Proficient with Atlassian products – Jira and Confluence.

Key responsibilities include:

• Be a trusted financial advisor to GTM leaders, delivering insights that drive strategic decision-making
• Support sales capacity planning and headcount modeling, partnering closely with Sales Ops
• Build and maintain headcount forecasting and reporting processes
• Develop and track key performance metrics, including sales productivity, service, and support metrics
• Support pricing and discounting strategies through data-driven insights
• Build business cases for GTM initiatives (e.g., new markets, partnerships, or product launches)
• Align GTM financial models with company-wide targets and strategic priorities
• Drive the annual budget planning process and ongoing budget-to-actual reporting
• Support topline bookings, revenue, and OPEX forecasting across EMEA GTM functions
• Provide detailed variance analysis and identify risks and opportunities to drive performance improvement
• Ensure data consistency across systems, partnering with Sales Ops and Business Applications teams
• Establish automation and dashboards to improve reporting efficiency and scalability

• 8+ years of related experience, including 4+ years in a GTM business partner role
• Strong understanding of SaaS KPIs, performance management metrics, and revenue recognition
• Experience working at a SaaS company – required
• Experience partnering with Sales, Marketing, and Customer Success teams
• Advanced Excel and financial modeling skills
• Proficient with common technology used in FP&A, including Anaplan, Tableau, or similar tools, with a strong understanding of AI tools and their application in financial analysis
• Ability to synthesize complex data into actionable insights for executive audiences
• Highly analytical with exceptional attention to detail, problem-solving skills, and a methodical approach to decision-making