Senior Solution Sales Specialist, Machine Identity Job at Palo Alto Networks (Chicago)

Job Description

CyberArk is looking for a highly motivated, energetic and focused Sales Specialist based in the Midwest Region. As a Senior Sales Specialist, you’ll play a vital role in the success of CyberArk’s Identity and Workforce solution portfolio. The Sales Specialist will combine product knowledge with sales skills and be the primary resource for the field sales force. They are responsible for new customer acquisition and customer growth in an assigned regional geography as a strategic member of the selling team to large and complex customers. Desired result is acquiring new annual recurring revenue at or above assigned bookings targets. A key function of this role is establishing a highly collaborative working relationship with the CyberArk account teams in your assigned region for prospecting, qualifying, and closing Endpoint Security sales for CyberArk.

Job Responsibility

Establish and maintain customer relationships at the executive, business decisionmaker level including but not limited to CISO, CIO, and other executives responsible for Identity, IAM, security, risk, compliance, and operations
Develop & present compelling business cases to customers, maintain expert-level knowledge of all elements of the business case, including the drivers of cost, benefits, and risk
Partner closely with Sales Account Teams, Solutions Engineers and Professional Services to align the technology architecture to the customer's desired business outcomes
Work closely with the Customer Success team to ensure successful product adoption and realization of the full value of Customer’s technology investment
Work with Channel Partners, Resellers and Systems Integrators to penetrate new accounts and extend reach of CyberArk’s endpoint solution in the assigned geography
Improve CyberArk’s Identity solution portfolio by understanding and communicating key customer requirements and use cases that will both meet prospects and customers’ strategic initiatives but also broaden CyberArk product and solution capabilities
Drive account management responsibilities including solution creation, solution offering configuration management, order issuance, service delivery, service management and revenue recognition
Be recognized internally as a subject-matter expert on Identity including how to best position against competitors in our market(s)
Work independently and as part of a sales team to Identify, scope, negotiate, and close new sales opportunities to meet and exceed established sales quota
Provide comprehensive account plans and strategies to win new business with new and existing customers

Requirements

Bachelor’s degree or equivalent experience
10+ years prior sales experience in cybersecurity, identity, endpoint management, or related markets
A demonstrated history of strategic account management and software sales consistently meeting or exceeding a quota in excess of $2M
A demonstrated history of successfully collaboration as part of a sales/account team in a strategic selling capacity
Ability to engage in a variety of account situations balancing strategic and tactical thought leadership
Strong presentation skills as well as the ability to build and present high-quality product overviews to both internal and external audiences
In-depth knowledge on Identity Security and Endpoint Security best practices and associated terminology and technology employed by large enterprises
In depth knowledge on Identity Security and Endpoint Security vendors and products and able to compare with CyberArk products
Interaction with Product Management to articulate nonstandard / custom requirements based upon customer needs
Excellent oral and written communications skills and capable of presenting technical concepts and product solutions to audiences ranging from IT staff to business executives
Aptitude to understand customer needs, overcome objections, assist in the development of business use cases, and successfully positioning for technical wins
Ability to travel within assigned territory and other locations approximately 40% of time

What we offer

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Senior Solution Sales Specialist, Machine Identity

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