About CyberArk:
(NASDAQ: ), is the global leader in . 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 , visit our CyberArk or follow us on , or .
Job Description
CyberArk is trusted by the world's leading organizations, and our Pre-sales team is driven by our commitment to helping customers discover and map solutions that deliver positive business outcomes. We are seeking a dynamic and experienced Senior Manager for Specialist Solution Engineer to lead, coach, and inspire our specialist pre-sales team in APJ. In this role, you will oversee a team of experienced specialist solution engineers, developing technical expertise in pre-sales and partner pre-sales, and collaborating with the sales and product teams to drive revenue growth. Additionally, you will serve as a crucial link between Sales Specialists, Solution Engineers (SEs), Specialist Solution Engineers (a.k.a. subject matter experts or SME) and other internal ecosystem resources, ensuring seamless coordination and alignment between the sales and technical aspects of the business.
Who You'll Lead:
CyberArk's Specialists Solution Engineers (a.k.a. subject matter experts or SME) are high-energy experienced professionals who work closely with the sales organization to understand customer needs and effectively communicate the value of CyberArk's Identity Security specialists solutions. They take ownership of sales opportunities, leading technical engagements and collaborating with Solution Engineers (SEs), Solution Architects, Solution Consultants, Customer Success and Customer Support. SME drive the specialist technology evaluation stage of the sales process, from discovery and demos to POCs/POVs.
Responsibilities:
- Lead, mentor, and manage a team of highly motivated, experienced and skilled Specialists Solution Engineers (a.k.a. subject matter experts or SME), fostering a collaborative and high-performance culture.
- Ensure your team is equipped with broad knowledge of identity security solutions and up to date with industry best practices.
- Stay informed about industry trends, emerging technologies, and competitors offerings to maintain a competitive edge.
- Partner with Specialist Sales to understand customer needs and tailor technical solutions accordingly.
- Act as a key link between Specialist Sales and SME, ensuring seamless communication and alignment during pre-sales activities.
- Lead and participate in pre-sales activities, including product demos, technical presentations, and proof-of-concept engagements.
- Ensure your team engages with the right technical resources to address complex customer requirements.
- Build and nurture strong relationships with key customers, responding to technical inquiries and ensuring their satisfaction.
- Collaborate with customers, product, and GTM teams to provide valuable feedback and influence product improvements.
Qualifications
- Proven Leadership: 10+ years of experience in a sales engineering or technical sales role, with at least 3 years in a managerial or leadership position.
- Strong Cyber Security Expertise: 15+ years of experience with cyber security concepts, regulatory requirements, and best practices for implementing security solutions in enterprise environments.
- Identity Security Expertise: 15+ years of domain expertise with Identity Security Solutions, including Identity Access Management (IAM), Identity Providers (IdPs), Privileged Access Management (PAM), Secrets Management, Certificate Management.
- Certifications: Relevant certifications such as CISSP, AWS Certified Solutions Architect, Azure Solutions Architect Expert, Google Cloud Professional Cloud Architect or certifications from CyberArk are preferred.
- Travel Flexibility: Willingness to travel as needed (up to 50%)
- Regional Experience in cyber security vendor: 5+ years of experience in a regional sales engineering or technical sales role in a cybersecurity vendor covering Asia Pacific and Japan.
- Cross-Functional Collaboration: Proven ability to work closely with global teams across Sales, SE, Channel, Renewal, SDR, Product, Marketing, R&D, Professional Services and Support.
- Public Communication Experience: Proven ability to communicate effectively in high-visibility settings, including public speaking at industry events, and broadcast media interview.
- Time Zone Coverage: Willing and able to work across all time zones in Asia Pacific and Japan, with additional flexibility to collaborate effectively with teams at headquarters in Israel and the United States.
