דרושים Revenue Operations Manager ב-Cyberark ב-ארהב

What you will do:

• Plan, design, and execute compelling revenue and pipeline acceleration marketing programs across digital, events, ABX, and channel co-marketing aligned to target accounts at their stage of the buyer’s journey.
• Work closely with our channel and business development teams to jointly go-to-market in your region with compelling sales enablement and marketing activities.
• Identify, manage, coordinate resources and measure effectiveness of channel, CyberArk, and industry events in the Central region. Work with contracted marketing fulfillment house to ensure timely shipments of event materials to all regional engagement activities and enable sales to execute with high quality and accountability.
• Collaborate with your aligned SDR teams to target, prioritize, engage, qualify, and follow-up on target accounts, MQLs, MQAs, and high-value leads.
• Partner with the AMS ABX lead on targeted, industry-focused programs spanning programmatic and high-touch, high-customization components to drive high ASPs and win rates at top accounts.
• Work with Global Solutions Marketers on tailoring field activity and content for specific audiences based on intent and propensity to drive expansion opportunities and pipeline for CyberArk solutions.

• 7+ years of combined marketing experience, primarily focused on field marketing, partner marketing, or channel marketing.
• 5+ years of experience running marketing programs with accountability to pipeline goals.
• Demonstrated ability of developing marketing programs with the channel or partners
• Experience developing and executing account-based marketing strategies
• Professional B2B tech marketing experience leading demand generation programs preferably in the information security space.
• Proficiency with marketing automation and CRM tools like Marketo, Salesforce.com, Demandbase/6Sense, Outreach/SalesLoft, and Reachdesk/Sendoso/etc.
• Data-driven with a passion for sharing accountability and urgency with sales on pipeline creation
• Excellent oral and written communication a must.
• Located in Ohio, Pennsylvania, Kentucky, Indiana, Michigan, Illinois, Texas, North Dakota, South Dakota, Wisconsin, Louisiana, Arkansas, Missouri, Iowa, Minnesota, Oklahoma, Kansas, or Nebraska
• Ability to travel, averaging 20% of time.

The salary range for this position is $108,000 – $150,000/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.

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

• 5+ 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

The salary range for this position is $69,000 – $95,000/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.