Senior Solution Sales Specialist, Machine Identity- North Central

Our Mission

At Palo Alto Networks were united by a shared missionto protect our digital way of life. We thrive at the intersection of innovation and impact solving real-world problems with cutting-edge technology and bold thinking. Here everyone has a voice and every idea counts. If youre ready to do the most meaningful work of your career alongside people who are just as passionate as you are youre in the right place.

Who We Are

In order to be the cybersecurity partner of choice we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption Collaboration Execution Integrity and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest we invite you to join us!

Job Summary

CyberArk is looking for a highly motivated energetic and focused Sales Specialist based in the Midwest Region. As a Senior Sales Specialist youll play a vital role in the success of CyberArks 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.

What you will do:

• The ideal candidate must be self-motivated with a proven record of accomplishment in relevant vendor software sales or encompass knowledge of similar technologies. You must be comfortable in a dynamic atmosphere of a technical organization with a rapidly expanding customer base. You must possess strong presentation skills. You must be organized and analytical able to eliminate sales obstacles through creative and adaptive approaches.
• You will 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.
• You will 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. You will partner closely with Sales Account Teams Solutions Engineers and Professional Services to align the technology architecture to the customers desired business outcomes.
• Work closely with the Customer Success team to ensure successful product adoption and realization of the full value of Customers technology investment.
• Work with Channel Partners Resellers and Systems Integrators to penetrate new accounts and extend reach of CyberArks endpoint solution in the assigned geography.
• Improve CyberArks 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.

Qualifications

• Bachelors 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. An emphasis on endpoint vendors and technologies in use across large enterprises for both on-premises and cloud is preferred.
• 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.

Compensation Disclosure

The compensation offered for this position will depend on qualifications experience and work location. For candidates who receive an offer at the posted level the starting base salary (for non-sales roles) or base salary commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

Our Commitment

Were trailblazers that dream big take risks and challenge cybersecuritys status quo. Its simple: we cant accomplish our mission without diverse teams innovating together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need please contact us at .

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace and all qualified applicants will receive consideration for employment without regard to age ancestry color family or medical care leave gender identity or expression genetic information marital status medical condition national origin physical or mental disability political affiliation protected veteran status race religion sex (including pregnancy) sexual orientation or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.