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CyberArk · 13 hours ago

Channel Solutions Engineer

Newton, MA

Full-time

Hybrid

Mid, Senior Level

$107K/yr - $158K/yr

CyberArk is the global leader in Identity Security, providing comprehensive security offerings for privileged access management. The Channel Solutions Engineer will act as a Subject Matter Expert for CyberArk products, fostering relationships with technical partners and driving partner enablement and technical solution design.

Cloud SecurityCyber SecuritySecurity

Growth Opportunities

No H1B

Responsibilities

Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of CyberArk solutions

Lead partner enablement efforts by creating training and certification pathways, including developing and improving certification processes

Collaborate with Technical Alliances to ensure the correct integration and development of technical selling plans

Work on partner onboarding and knowledge transfer, ensuring partners are equipped with the tools, knowledge, and resources to successfully position and sell CyberArk products

Develop and implement enablement programs that educate and empower partners to be self-sufficient in selling and supporting CyberArk solutions

Gather and analyze end-customer requirements from partners, translating business needs into technical solutions and system architectures

Provide technical leadership by designing and delivering tailored solutions architectures for partner-engaged end-customer projects

Work with channel partners on customer meetings and joint solution documentation, ensuring high-quality technical outcomes

Break down complex technical concepts into simple, customer-driven outcomes and messaging, enabling partners to effectively communicate these solutions to end-customers

Support partners in technical sales presentations, white-boarding sessions, and other customer-facing activities

Develop joint value propositions for CyberArk solutions, ensuring alignment with business challenges and technical requirements across a variety of customer personas and segments

Lead the creation and execution of technical go-to-market strategies for platforms such as AWS, ensuring the correct approach for product integration and sales

Drive partner enablement in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion

Ensure the technical messaging and positioning for CyberArk products is clear, impactful, and aligned with market needs

Provide ongoing support to channel partners in the form of product demos, technical consultations, and sales training

Collaborate closely with internal teams to ensure alignment between product development, partner sales teams, and marketing

Maintain a demo environment for all Machine Identity Management solutions, ensuring partners have access to the necessary resources for their sales efforts

Qualification

Technical sales experienceMachine identity managementCloud platform expertisePublic key infrastructure (PKI)Encryption technologiesSolution architectureCyberArk solutions experienceCommunication skillsCross-functional collaborationProject management

Required

Proven experience in technical sales, solution architect, or partner enablement role, ideally within the cybersecurity, identity management, or cloud technologies space

Strong understanding of machine identity management, public key infrastructure (PKI), and encryption technologies

Deep technical expertise in at least one of the major cloud platforms: AWS, Azure, or Google Cloud

Experience working with System Integrators (SI), Value Added Resellers (VAR), and Managed Service Providers (MSP) to enable technical solutions and partner sales

Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions

Ability to engage effectively with technical and business stakeholders at all levels

Excellent written and verbal communication skills, with a talent for simplifying complex technical topics

Ability to work collaboratively with cross-functional teams, including sales, engineering, and product management

Demonstrated ability to manage and prioritize multiple initiatives and projects effectively