Solutions Engineering Team Lead - Israel & The Balkans

About CyberArk:

CyberArk (NASDAQ: CYBR), 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.

Job Description:

The Solution Engineering Team Leader – Israel and The Balkans will provide leadership and guidance to the Israel & Balkans team in support of CyberArk’s security software sales business. In this role, the SE Team Leader will be managing a team of sales engineers based in Israel. The Team Leader will act as a coach and mentor in all aspects of the Technical Sales process and execute on established quotas for the sub- region. This role will lead a team of security sales engineers focused on new client acquisition and revenue growth within existing clients. This position also requires delivery of presentations, POCs and pre sales work to be performed directly with the region’s Account Executives . The Solution Engineering Team Leader will report to and take direction from the The Solution Engineering Director for EMEA East.

Responsibilities:

• Technical Pre-sales hands-on support
• Work closely with Account Executives and Regional Sales Managers through the whole sales process
• Present CyberArk’s technical value proposition to customers and partners effectively
• Conduct and Ensure success of customer proof-of-concepts (POCs)
• Able to respond to functional and technical elements of RFIs/RFPs
• Coach and develop an assigned team of SEs, providing performance management, development planning and technical & presentation training.
• Execute technical sales strategies to develop new customers as well as grow existing customers
• Manage workload of teammates by ensuring adequate client coverage in all situations
• Respond to requests from both internal and external customers/clients
• Attend meetings with Sales Team, SE Management Team and Account Executives to strengthen relationships and identify incremental business opportunities
• Communicate all competitive information gained and report trends to/from the field
• Become a subject matter expert on CyberArk’s Identity Security Portfolio
• Plan, organize and direct the activities of the Presales team.
• Attract, develop, and retain high-performing SEs.
  
  

• 5 or more years of experience working as a Solution Engineer (or other similar titles, such as Sales Engineer, Pre-Sales Engineer, Pre-Sales Consultant, Sales Consultant, or Solution Consultant, or Solution Engineer)
• 1-3 years successful track record of working with and managing a team of Sales Engineers.
• Successful track record and experience selling Enterprise-class software solutions with deal sizes greater than $250,000.
• Demonstrated ability to motivate teams to deliver exceptional results and ability to achieve results through others is critical
• Strong verbal and written communications skills, including presentation skills to all roles, ranging from IT to C-Level executives
• Demonstrated ability to motivate teams to deliver exceptional results and ability to achieve results through others is critical.
• Understanding of Cloud platforms such as: AWS, Azure, GCP
• Understanding of DevOps pipeline and knowledge in CI\CD tools
• Knowledge of industry standard authentication methods, including LDAP, SAML, OAuth(2), SSO, MFA, PKI highly desirable.
• Strong experience with Windows/Active Directory administration and operations with some knowledge of UNIX/Linux
• Strong presentation and communication skills as well as the ability to present high-quality product demonstrations to both technical and executive audiences.
• Design complex architecture solutions for customers
• Prior experience with CyberArk 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 PAM or IAM space
• Superior communication and interpersonal skills; ability to build relationships at multiple levels to work cross organizationally toward solutions; excellent leadership and consensus building skills
• Ability to understand the business value of a solution as it maps to the customer’s specific use cases
• Understanding of security concepts and the development of security roles within organizations that meet functional, technical and regulatory requirements
• Strong hands-on technical capabilities
  
  

• Experience selling Identity or Privileged Access Security software solutions
• Experience designing, implementing and selling using Value-based or Solution-based sales process
• Experience implementing or managing training programs
• Experience implementing or managing competitive analysis programs
• Bachelor’s degree from a college or university, ideally in Engineering, IT, or Business.