Systems Integrator & Advisory Manager
Cyberark

Job Info

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Who we are:

CyberArk (NASDAQ: CYBR) is the global leader in Identity Security. Centered on privileged access management, CyberArk provides the most comprehensive security offering for any identity - human or machine - across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world's leading organizations trust CyberArk to help secure their most critical assets. To learn more about CyberArk, visit our CyberArk blogs or follow us on Twitter, LinkedIn or Facebook.

Overview:

The primary objective of the Systems Integrator and Advisory Manager is to drive CyberArk software sales revenues through a number of pre-identified strategic partners in a resale, self-consumption (including managed services), or influence model. The Systems Integrator and Advisory Manager will be specifically responsible for ensuring partner alignment and business unit function integration in North American states through sales, marketing, professional services and customer success across a group of Global Systems Integrator and Global Advisory firms individually overseen by world-wide partner managers. CyberArk is uniquely positioned, as an undisputed leader in our space and has amassed an enviable enterprise client base. The Channel and our partner eco-system is a key component of our growth plans and fully aligned to support our go-to-market strategy. This is a varied role and will require focus, channel relationship acumen and a solid understanding of how to engage and develop strategic partnerships.

Job Function:

• Develop strong C-level/Director/Operational regional relationships with globally managed partners to drive strategic focus on CyberArk products and solutions.
• Develop new client pipeline / revenue through target market focus, joint business, pipeline and forecast planning and execution.
• Collaborate closely with sales colleagues, global partner managers, 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.
• Establish and form relationship and alignment with the CyberArk regional sales teams to locally execute global plan.
• Ensure customer success by coordinating CyberArk and Partner resources throughout the sales cycle.
• Grow contribution of our partners improving capabilities required to sell the entire CyberArk portfolio, to include CorePAS, PCloud, EPM, CEM, AAM and Idaptive

What you will do:

• Enable successful Partner go-to-market collaboration
• Execution of sales strategies and plans needed to support sales success through key business partners
• Understand and implement plans for channel sales effectiveness
• Close collaboration with regional CyberArk teams to ensure sales alignment
• Develop strategic plans for partner relationships to drive pipeline and exceed bookings targets
• Conduct regular pipeline management with partners, portfolio planning, sales coaching, forecasting and QBRs
• Develop a strong understanding of CyberArk's business objectives
• Represent CyberArk at partner events in the region, including delivering presentations

What you need to succeed:

• Minimum 10+ years Channel experience responsible for GSI and Advisory Security focused partners
• Strong understanding of partner network within North America
• Experience in selling through Managed Services
• Strong and consistent sales track record
• Able to work to targets, prioritize workload and manage own schedule
• Confident and articulate speaking at all levels including presenting solutions and plans to large audiences
• Willing to learn new messaging and able to incorporate this into new partner training and education
• Flexible, creative and able to adapt quickly in a dynamic and changing environment
• Team player
• 50% travel

CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.

The salary range for this position is $80,000 - $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, as well as equity.

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