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Associate Technical Account Manager

The primary responsibility of the Associate Technical Account Manager is to assist a Technical Account Manager in executing and managing implementations of Cyber-Ark's products. In performing this responsibility, the Associate Technical Account Manager will be assigned to assist with multiple simultaneous implementations in various parts of the country. This position requires 30% to 40% nationwide travel. In addition, the position requires post-sale, support activities and technical relations with customers. The Associate Technical Account Manager will report to the Director of Field Services.


Responsibilities may include, but are not limited to:

  • Assist the Technical Account Manager with developing, managing, and executing project plans and timelines for key deliverables
  • Assist with on-site implementations and customer communications
  • Help maintain customer relationships and identify opportunities for growth
  • Collaborate in the ongoing development of training materials and curricula
  • Collaborate with the Technical Account Manager on consulting and development activities
  • Support the Technical Support team by assisting with day-to-day support duties
  • Collaborate with other Cyber-Ark departments to ensure coordination and completion of all additional implementation related tasks
  • 30% to 40% nationwide travel

Position Requirements:

  • Bachelor's Degree in Computer Science
  • Prior internship in a technical role is preferred
  • Demonstrable knowledge of basic Information Security and Network Architecture concepts
  • Demonstrated ability to assume sole and independent responsibilities
  • Ability to keep track of numerous detail-intensive, independent tasks and ensure accurate completion
  • Ability to train technical users
  • Ability to conduct technical presentations
  • Experience with UNIX operating systems
  • Experience in programming

Location:

  • Newton, MA
  • Chicago, IL
  • Dallas, TX
  • San Francisco, CA

Interested candidates should send their resume to hr_usa@cyber-ark.com.

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Technical Account Manager

The primary responsibility of the Technical Account Manager is to execute and manage the implementation of Cyber-Ark's products, by being the primary technical contact for the customer.  In performing this responsibility, the Technical Account Manager will be assigned to multiple implementations simultaneously, which could be in various regions of the country. This position requires 30% to 40% nationwide travel. In addition, the position requires post-sale, support activities and technical relations with the customers.  The Technical Account Manager will report to the Director of Field Services.

Responsibilities may include, but are not limited to:

  • Independently develop, manage, execute and own overall project plan and timelines for key deliverables
  • Direct implementations and serve as primary client contact on implementations
  • Establish clear definition of clients' implementation responsibilities and Cyber-Ark's responsibilities with each client
  • Establish a clear understanding of client's key metrics prior to a Cyber-Ark's implementation and determine clear quantifiable expectations for the customer once fully implemented;
  • Collaborate in the ongoing development of training materials and curricula
  • Organize and lead training sessions
  • Provide off site support
  • Provide consulting services to Cyber-Ark's clients
  • Collaborate with other Cyber-Ark departments to ensure coordination and completion of all additional implementation related tasks
  • Promote up-sales to existing customers by consulting and presenting additional products
  • 30% to 40% nationwide travel

Position Requirements:

  • Bachelor's Degree in Computer Science
  • 2-7 years of Technical Implementation and support experience
  • In-depth, demonstrable knowledge of Information Security and Network Architecture
  • Demonstrated ability to assume sole and independent responsibilities
  • Ability to keep track of numerous detail-intensive, interdependent tasks and ensure their accurate completion
  • Ability to train technical users
  • Ability to conduct technical presentations
  • Mastery of Windows Operating Systems, IIS and LDAP
  • Experience with UNIX and Windows operating systems
  • Experience with the following protocols: SSH, Kerberos, SNMP and SMTP
  • Experience with the following technologies: IDM, SSO, SIEM, Application Servers, Authentication Products and Ticketing Systems
  • Experience with MySQL, SQL and Oracle databases (advantage)      
  • Experience in programming (advantage): JAVA, VB, Perl, Expect and .Net


Location:

  • Buffalo, NY
  • Atlanta, GA

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Federal Account Executive

Account Executives are responsible to meet their assigned quota by selling to new and existing customers in their assigned territory. They manage the full sales cycle of all deals in their region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self generated leads, performing product demos, answering industry, company and technical questions, negotiating terms and prices and closing deals.


Responsibilities may include, but are not limited to:

  • Penetration of Public and DoD Federal agencies, and related GSE's, to identify and drive Privileged Identity Management (PIM), Highly Sensitive Information Management (HSIM), and other information security driven challenges
  • Driving new PIM/HSIM business from new and existing commercial targets in the Mid-Atlantic territory.
  • Targeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations.
  • Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to the Federal Government
  • Generate leads by scheduling and presenting in local seminars
  • Follow up on incoming leads, schedule and present in remote or onsite meetings
  • Demonstrate the product's capabilities, present the architecture and answer any technical questions
  • Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events
  • Follow up continuously on all potential sales processes to advance them towards closing
  • Negotiate terms/pricing and close deals
  • Perform bi-weekly meetings with the territory SE and Professional Services Engineers to assess the status of all existing accounts, and to expedite the rollout and up-sale/cross-sale processes
  • Schedule remote or onsite product evaluations performed by the territory SE
  • 30% to 40% travel.

Skills required of all employees on the Sales Team:

  • Excellent client facing and presentation skills
  • Ability to manage time well and constantly engage customers and prospects in order to fill the pipeline
  • Ability to motivate and work effectively with the territory team, including the SE, Inside sales, channel manager and the deployment engineers
  • Ability to independently communicate with technically savvy customers and to provide them with any technical or business related information they require
  • Ability to apply technical skills in a business related role
  • Excellent communication and presentation skills
  • Excited to work in a fast-paced, rapidly expanding company

Position Requirements:

  • Bachelor's Degree
  • 5-7 years as an enterprise software sales executive in the Federal space (Public and DoD)
  • 3-5 years as an enterprise software sales executive in the Mid-Atlantic commercial sector
  • Track record of success in identifying, cultivating and closing significant deals with the Federal Government
  • 3-5 years of sales engineering, programming and/ or technical Implementation/support experience is a plus
  • Ability to conduct executive level presentations and 'issue oriented' educational seminars
  • Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in Federal agencies to select and implement information security solutions.
  • Ability to conduct technical presentations and product demonstrations, as needed
  • Located in Washington DC, or nearby location
  • Knowledge of Information Security and/or Network Architecture desired
  • CISSP, MBA, and/or Bachelor's Degree in Computer Science desired


Working Location: District of Columbia/Virginia/Maryland

Interested candidates should send their resume to hr_usa@cyber-ark.com.

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West Coast Channel Sales Manager

The successful Channel Sales Manager will be an experienced professional that has created, implemented, and expanded channel models in North America, resulting in incremental revenue to the company. This individual will be responsible for all phases and aspects of channel recruitment, enablement, on-going partner management and selling into organizations with channel partners. The CSM will be the primary contact for the channels and will assist the channel Account Executives with joint initial calls, webinars, pricing, etc. This process will serve to train and motivate the partner AEs to become proficient in selling Cyber-Ark Solutions. The CSM will work with the channels to arrange and sponsor customer events, prospect meetings, training for channel sales and technical teams, as well as make trips to maintain and build strong relationships.


Job Responsibilities

  • Develop, drive and own revenue thru indirect channels
  • Manage, develop, and grow Cyber-Ark's channel business and revenues
  • Assist channel partners in delivering the Cyber-Ark solution to their customers in conjunction with Cyber-Ark's field sales teams
  • Develop and execute channel marketing campaigns that drive incremental revenue for Cyber-Ark and our partners
  • Present Cyber-Ark solutions at partner speaking engagements
  • Develop and deliver custom sales presentations and demonstrations
  • Recruit, qualify, onboard and launch new partnerships
  • Demonstrate a "whatever-it-takes" attitude to insure Cyber-Ark's partners are knowledgeable, driven and successful at delivering our solutions to their customers and prospects

Job Requirements

  • 5+ years experience building and managing value added partnerships in North America
  • Must have a strong technical aptitude
  • Must be motivated by driving indirect revenue with a record of quota over-achievement
  • Ability to recruit, manage and grow partnerships that deliver value added services in Information Security, Identity & Access Mgmt (IAM) and Managed File Transfer (MFT)
  • Must have experience in a hybrid sales environment of direct and indirect sales, excel at team building and have a proven track record of leadership
  • Demonstrate excellent presentation and written communication skills
  • Must be a strategic thinker and tactical implementer
  • Exceptional relationship and interpersonal skills
  • Bachelor's degree required, with advanced degrees desired
  • Desire to travel is required (approximately 50%)

Interested candidates should send their resume to hr_usa@cyber-ark.com.

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Sales/Systems Engineer (Brazil)

Cyber-Ark is looking for a highly motivated, energetic and focused Systems/Sales Engineer that will be based in Brazil. The Sales Engineer will combine technical knowledge with sales skills and is ultimately responsible for the technical win during the sales cycle. Sales Engineers are the primary technical resource for the field sales force hence, they are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team and Product Management as the key technical advisor and product advocate for our Solutions. Therefore, you must be able to articulate technology and product positioning to both business and technical users. You must be able to identify all technical issues to assure complete customer satisfaction through all stages of the sales process. Above all, we are looking for someone that can communicate the Cyber-Ark value and be able to design an optimal solution for complex customer infrastructure and datacenter environments on a global scale.

The essential duties of the Sales Engineer shall be in offering the Cyber-Ark's product solutions to customers and prospects, including:

  • Technical pre-sales support
  • Proactively seek out new sales opportunities by developing new and existing technical relationships within prospective accounts and current active customers
  • Present Cyber-Ark's technical value proposition to customers and partners effectively
  • Able to respond to functional and technical elements of RFIs/RFPs
  • Conduct and Ensure success of customer proof-of-concepts (POCs)
  • Documentation of client feature requests and issues in CRM system
  • Support Cyber-Ark and partner seminars and industry trade shows in the region
  • Able to convey customer requirements to Product Management teams
  • Develop technical knowledge of Cyber-Ark and associated technologies
  • Assume the role of a mentor to other system engineers when appropriate
  • Create training content for the SE organization when appropriate

PROFESSIONAL QUALIFICATIONS

  • 5+ years Software Presales or equivalent experience required
  • Strong experience with Windows/Active Directory administration and operations, Unix/Linux.
  • Strong presentation skills as well as the ability to build and present high quality product demonstrations to both technical and executive audiences
  • Superior communication and interpersonal skills; ability to build relationships at multiple levels to work cross organizationally toward solutions; excellent leadership and consensus building skills
  • A Subject Matter Expert understanding of security concepts and the development of security roles within organizations that meet functional, technical and regulatory requirements
  • Prior experience with Cyber-Ark Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions preferred especially in the IAM and SIEM space.
  • Operational experience with LDAP Directories, and LDAP Authentication methods
  • Enterprise application authentication experience a plus (ie, .NET, Java, CLI)
  • Scripting knowledge a plus
  • CISSP or SANS certification preferred

Interested candidates should send their resume to hr_usa@cyber-ark.com.

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Senior Product Marketing Manager

The Senior Product Marketing Manager will have global responsibility for go-to-market planning, with a focus on field and channel enablement, pipeline development and launches.

You will work with product managers to define positioning, value proposition, benefits and competitive differentiators. You will work with corporate and field marketing to define marketing campaigns and support their execution. The candidate should have a demonstrated experience in solution messaging in both direct and channel marketing.

The person in this role must enjoy spending time in the market to understand customer problems, translating that knowledge to clear messaging to communicate how Cyber-Ark delivers compelling business value.

This role is an active participant in a matrix across the sales, marketing and product management organizations, and successful candidates will be able to gather input from multiple sources and drive execution through the matrix.

Responsibilities:

Drive go-to-market strategy and execution for Cyber-Ark products and solutions:

  • Develop product positioning and messaging that differentiates Cyber-Ark's products in the market.
  • Communicate the value proposition of the products to the sales team and develop the sales tools and collateral that support the selling process of your products.
  • Product launch - plan the launch of new products and releases and manage the cross-functional implementation of the plan.
  • Function as an evangelist for Cyber-Ark's privileged account products and solutions, supporting thought leadership, analyst relations and sales opportunities.
  • Market intelligence - be the expert on Cyber-Ark's buyers, how they buy and their buying criteria; be the expert on the competition and how to crush them.
  • Perform competitive and SWOT analysis to derive competitive positioning, competitive go-to-market strategy and development of battle-cards for Sales Tool Kit.
  • Support relationships with key channel and technology partners to ensure successful adoption and promotion of Cyber-Ark's solutions.
  • Support analysis of key business metrics, including financial performance, sales results, sales pipeline, lead generation, win/loss and overall market and sales feedback - and make recommendations on what "business levers" should be adjusted (product, price, messaging, targeting, etc.).
  • Some travel required (up to 25%) - for customer visits, tradeshows and industry events.

Qualifications:

  • Eight or more years of global product marketing experience with enterprise software products.
  • Information security experience is a plus.
  • Experience developing product and solutions positioning and messaging.
  • Extensive experience with designing, creating and launching products and sales enablement programs
  • Demonstrated analytic and organizational skills, able to balance multiple simultaneous projects.
  • Proven ability to be self-directed and work with minimal supervision.
  • Experience of working cross functionally in a matrix environment, including executive interaction.
  • Excellent writing, communication and presentation skills.

Interested candidates should send their resume to hr_usa@cyber-ark.com.

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AGENCY NOTICE

Currently, Cyber-Ark. is not accepting unsolicited resumes or phone calls from recruiting professionals, any resume from a recruiting professional will not be eligible for finder fees. All resumes are considered gratuitous and the property of Cyber-Ark Software, Ltd.

Cyber-Ark is an Equal Opportunity Employer

 

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