Company Description
About CyberArk:
CyberArk (NASDAQ: CYBR), is the global leader in Identity Security. 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 CyberArk, visit our CyberArk blogs or follow us on X, LinkedIn or Facebook.
Job Description
As a Team Leader Solution Sales - Workforce (M/W/D), you will play a critical player-coach role in expanding our reach and impact across the region. Acting as the Team Leader of a specialised overlay team, you’ll drive sales in the Central & Eastern Europe sub-region for CyberArk’s Identity & Access Management (IAM), Identity Governance & Administration (IGA) and Endpoint Security solutions by effectively leading and assisting the specialized overlay team in identifying and progressing strategic opportunities, aligning technical capabilities to business needs, and engaging with key decision-makers and channel partners. You will actively engage in territories and accounts without assigned team members, operating in a dual capacity as both an individual contributor and a team leader. You and your team will collaborate closely with account teams and technical specialists to deliver tailored solutions that address complex customer requirements.
Opportunity & Account Management
- Own full sub-regional responsibility for achieving and exceeding sales quota related to Workforce solutions, including IAM, IGA and Endpoint Security.
- Build and lead a team of Solution Sales Specialists who, individually, will be responsible for achieving and exceeding sales quota of parts of the Central & Eastern Europe sub-region and will collaborate with regional Account Managers to uncover and grow relationships across client organizations, including CISO/CIO and product leadership.
- Work as a player-coach setting the example to the team and working with some customers as Specialist yourself. Deliver compelling, value-based business cases that articulate ROI and align with customer-specific goals.
Cross-functional Collaboration
- Work closely with District Sales Managers, Solutions Engineering Managers, Subject Matter Expert Managers, and Professional Services Managers to ensure your team of Solution Sales Specialists collaborates closely with theirs on mapping customer architecture recommendations to business outcomes.
- Coordinate internal resources and ensure alignment throughout the sales cycle to drive a cohesive customer experience.
- Work closely with the Central & Eastern Europe sub-regional Channel Management teams to continuously grow indirect Workforce sales in all the districts. Help drive partner enablement initiatives to increase channel-sourced pipeline, improve partner engagement, and accelerate sales cycles for Identity & Access Management (IAM), Identity Governance & Administration (IGA) and Endpoint Security solutions.
#LI-Hybrid
Qualifications
Skills and Qualifications
Sales & Domain Expertise
- 10+ years of experience in cybersecurity or a related technology field, with mandatory hands-on experience in the IAM and IGA domains.
- Proven track record of consistent quota attainment in strategic account management or overlay sales.
- Deep understanding of Identity & Access Management (IAM), Identity Governance & Administration (IGA), Endpoint Security, related technologies, and cybersecurity best practices — particularly within large enterprises operating in hybrid or cloud environments.
Interpersonal Strengths
- Strong leadership skills. Driven to help people grow and overall team-oriented, proactive, and skilled in navigating matrixed environments.
- Coaching and mentoring: actively supports the growth and development of team members through structured onboarding, regular feedback, and tailored guidance. Creates opportunities for shadowing and skill-building, fostering a culture of continuous learning and professional advancement.
- Empowerment and Trust: Builds strong, trust-based relationships by empowering individuals to take ownership of their work while providing support and direction when needed.
- Strong communication skills with the ability to convey technical value propositions to both technical stakeholders and business leaders.
- Confident presenter with the ability to influence at all levels of an organisation.
Sales Process Familiarity
- Experience with tools such as Salesforce, Gong, Clari, Tableau.
- Familiarity with the MEDDPICC sales methodology and Command of the Message framework.
- Travel Requirements
- Up to 30% travel within the assigned region for customer meetings, partner engagements, and events.
#LI-SR2
Additional Information
We are proud to foster a diverse and inclusive workplace, where every individual's unique background, perspective, and contribution is celebrated. We believe that by embracing diversity, we drive innovation and create a stronger, more united team. Inclusion is at the heart of who we are and how we succeed. All qualified applicants will receive consideration for employment without regard to race, colour, age, religion, sex, sexual orientation, gender identity, or disability. Upon conditional offer of employment, candidates are required to complete a comprehensive background check as per our internal policy.
CyberArk is an equal opportunities employer. If you would like any special arrangements made for your interview, please inform the EMEA Talent Acquisition team upon your application so that we may take steps to accommodate your needs.
