Manager, Solution Engineer SME, Workforce - North
Role details
Job location
Tech stack
Job description
CyberArk is looking for a seasoned Solutions Engineering Manager for our Workforce Subject Manager Experts who is passionate about their employees and the Solutions Engineering craft. The SE Manager will work closely with our sales leadership and their team of Solutions Engineers to deliver deals, improve customer relationships, and grow their employees as rock-star Solutions Engineers. This role will require an individual that is passionate about the Workforce Identity Management, Governance and Administration field, IAM solutions and security as well as enterprise software sales. The SE manager will be looked to for technical expertise and sales intuition - they will lead by example.
CyberArk Solutions Engineers work with the sales organization and are responsible for establishing the value of CyberArk products to prospective and current customers through demos, presentations, meetings, and proofs of concepts (POCs). Solutions Engineers also help to create successful and happy customers by building relationships and technical trust with customers. The SE is seen internally and externally as a technical expert on CyberArk products, as well as an industry expert in identity management and cyber security as a whole.
Responsibilities
- Using your in-depth understanding of the enterprise sales-cycle, coach/lead your team to grow exceptional Solutions Engineers.
- Build and deliver product demonstrations and sales presentations to create excitement around CyberArk technology. Provide feedback and coaching to your team to improve their presentations abilities.
- Build and deliver product demonstrations and sales presentations to create excitement around CyberArk technology. Use your knowledge of Identity & Access Management, Identity Governance and Administration, and Endpoint Security concepts to understand and align with customer needs, matching their problems with CyberArk solutions.
- Plan and execute POCs of CyberArk IAM, IGA and Endpoint Security products with prospective customers. Use your sales experience to position CyberArk's value and differentiators.
- Inspire your SEs to relentlessly pursue customer satisfaction and represent the CyberArk brand
- Conduct frequent manager calls to assess the status of deals in-flight and align with the Sales Leadership to tack progress towards goal. Understanding your team's strengths to know who to utilize and when.
- Collect and deliver constant feedback to CyberArk's product management team to influence product direction and champion the voice of your customers.
Requirements
Do you have experience in Scripting?, * Experience in a leadership role, preferably in Solutions Engineering, Software Engineering, or Sales. Ability to lead and coach multiple team members from diverse backgrounds and cultures.
- Strong presentation skills and professional demeanor. Ability to articulate complex concepts to both technical and non-technical audiences.
- An understanding of security concepts and the development of security roles within organizations that meet functional, technical and regulatory requirements.
- Ability to anticipate risks and devise solutions in the moment; adaptable.
- Advanced knowledge (8+ years) of Identity & Access Management, Identity Governance and Administration and/or Endpoint Security related technology - i.e., MFA/SSO, IDP/Directory Services/Federation, Identity lifecycle management, No-Code/Low-Code automation, Least Privilege principles, and any related topics.
- Knowledge of Identity & Access Management vendors and products; ability to compare with CyberArk products. An emphasis on IAM/IGA vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
- Strong presentation skills and professional demeanour. Ability to articulate complex concepts to both technical and non-technical audiences.
- Ability to elaborate and discuss about medium and large architectural aspects of identity management and cybersecurity deployments
- An understanding of security concepts and the development of security roles within organisations that meet functional, technical, and regulatory requirements.
- Ability to anticipate risks and devise solutions in the moment; adaptable.
- Experience navigating enterprise scale sales cycles preferred.
- Scripting knowledge preferred.
Preferred:
- Experience securing cloud-native organizations and hybrid infrastructures across AWS, Azure, and GCP.
- Prior experience with identity and access management (IAM), privileged access management (PAM), or end points security solutions (EPM)
- Familiarity with security frameworks (NIST, Zero Trust, CIS, etc.) and compliance requirements in regulated industries.
- Travel as needed (<50%)
