Cyberark MSP Partnerships Senior Manager - East Central 

United States 

320200132

Responsibilities:

• Create MSP prospect pipeline including creating and implementing strategic account plans focused on attaining CyberArk-as-a service deployments by managed service providers.
• Develop strong senior leadership relationships with managed service providers to drive strategic focus on CyberArk products and solutions.
• Engage in a highly proactive outreach approach to prospect and named MSP accounts.
• Educate MSP partners of the benefits of a working partnership with CyberArk.
• Drive to embed CyberArk solutions into partner MSP platforms both to secure MSP supply chains and to create joint GTM value propositions - understanding MSP operating models is a must.
• Work with MSPs to use CyberArk solutions to secure and protect existing service delivery offerings through Service Design workshops.
• Develop joint intellectual property and joint offerings with strategic focus partners to exploit white space market opportunities in target sectors and verticals.
• Develop new MSP pipeline / revenue through target market focus, joint business, pipeline and forecast planning and execution. Key focus on new MSP onboarding end to end with the full realization of identity as a service route to market.
• Collaborate closely with sales and leadership on partner business opportunities and escalations.
• Pipeline management & forecasting across Partner co-sell opportunities.
• Use cross-functional teams of specialists to drive enablement and marketing activities for partner training and marketing execution activities.

• Demonstrable experience either in Privileged Identity software sales to MSPs or as a MSP Relationship Manager in a Software Security vendor with indirect sales and can demonstrate a strong track record of success.
• Good understanding of the Identity Security market and how CyberArk solutions apply to it across its product families.
• Strong ability to build and use relationships with partners as well as internal end customer field sales, SEs, inside sales, partner success and marketing teams.
• Planning and financial skills including business planning, pipeline management and forecasting.
• Understanding of MSP partner economics, business models and motivations for customer success.
• Experience in pipeline building with partners including planning, gaining senior sponsorship, delivering training, sales coaching, and timely execution/follow-up.
• Ability to present, sell and close within a sales environment at executive level.
• Ensure that all Partners within the designated territory reach and maintain the appropriate certification required to participate and contribute to the CyberArk Privilege partner program.
• Ensure appropriate and achievable business plans are in place to drive sales revenue of CyberArk solutions and ensure CyberArk maximizes the value-add from the relationship.
• Train Partner sales teams and be fully conversant on current broad and vertical messaging across the portfolio.
• Reinforce and ensure cadence on the Partner program criteria and drive all Partners to attain the skills levels required.
• Maintain a sales forecast across your Partners and have deal visibility of all unmanaged opportunities.
• Execute all the above for a named list of partners.

Job Requirements:

• Minimum 5+Yrs Channel experience and at least 5 years in managed services is a must.
• Strong understanding of managed services partner network within North America
• Strong and consistent sales track record
• Able to work to targets, prioritize workload, and manage own schedule.
• Understanding of the managed services GMT models and operating models specifically in multi-tenant environments
• Understanding and experience in service design methodology through product or service offer creation

The salary range for this position is $163,000 – $226,000/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.