Solutions Solutions Engineer

Sales

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India

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Job ID - POS5051_1

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.

CyberArk is seeking a self-motivated and broadly skilled Senior Solutions Engineer / Architect (Machine Identity) to join our team. As a key player in our organization, the role is strategically vital to the success of our business. Positioned at the intersection of technology and customer engagement, you will directly influence the sales cycle and help shape the direction of our offerings in the market. Your ability to connect our cutting-edge solutions with the unique challenges faced by our customers will not only drive sales success but also contribute to CyberArk's reputation as a leader in Identity Security. Supporting the entire India market, you will be instrumental in expanding our reach, solidifying customer relationships, and ensuring that CyberArk remains at the forefront of the industry.

As an experienced technical advisor, you will guide the sales process by setting a confident tone and establishing the correct strategic direction from the very beginning of the engagement. This role involves direct customer interaction and providing strategic guidance to the sales team. You will be working closely with sales, subject matter experts, and product management to effectively position our technology. Your ability to articulate the value of our technology to both business and technical stakeholders is crucial in ensuring customer satisfaction throughout every stage of the engagement.

Key Responsibilities:

• Technical Pre-Sales Support: Provide technical support throughout the sales cycle, with a focus on the early (prospecting and discovery) and late (negation/defense of the technical win) stages.
• Technical Discovery: Conduct technical discovery sessions to uncover customer challenges and gain a deep understanding of their desired outcomes through collaboration with stakeholders.
• Solution Validation: Integrate brief demonstrations to validate the proposed solutions' direction.
• Value Proposition: Present the technical value proposition of CyberArk's machine identity solutions at an executive level, clearly demonstrating how they address the customer's specific problems and bridge the gap between current and future states.
• Influence Solutions Engineering Activities: Play a key role in advising subsequent solutions engineering activities, including full demos, deep-dive demos, proof-of-value (POV), and proof-of-concept (POC) engagements.
• Content Creation: Develop high-quality tailored technical content, including detailed solution diagrams and presentations that clearly communicate the value and functionality of CyberArk's machine solutions.
• Feedback Communication: Relay customer feature requests, requirements, issues, and general market feedback to the product and solutions teams.
• Evangelism: Support CyberArk's evangelism efforts through formal activities such as webinars, seminars, lunch-and-learn sessions, and industry trade shows, as well as informal engagement with customers, partners, and social channels.
• Product Mastery: Maintain a deep understanding of CyberArk's machine identity offerings and strive to fully understand common customer technology stacks, challenges, and competitive solutions.

Skills

• Exceptional ability to present complex technical information in a clear and concise manner to both technical and non-technical audiences, including executives.
• Strong problem-solving skills with the ability to analyse complex technical challenges and propose effective solutions.
• Proven ability to build and maintain relationships at multiple organizational levels, working cross-functionally to deliver comprehensive solutions.

Qualifications

• Security Knowledge: Understanding of security concepts, regulatory requirements, and the implementation of security best practices within enterprise environments is a must
• PKI and Certificate Knowledge: Understanding of Public-Key Infrastructure (PKI), digital certificates, and cryptography, is a must and will significantly benefit the role.
• DevOps Knowledge: A strong understanding of DevOps practices and tools is essential. Hands-on experience with key DevOps tools, such as Jenkins and Container technologies (e.g., Docker), is highly desirable and will significantly benefit the role.
• Certifications: Relevant certifications such as Certified Information Systems Security Professional (CISSP), Certified Cloud Security Professional (CCSP), AWS Certified Solutions Architect, Azure Solutions Architect Expert, Google Cloud Professional Cloud Architect, or similar are highly desirable.
• Effective Communication: Excellent note-taking and written communication skills are required. While writing volume may be moderate, it is crucial to document solutions, plans, meeting notes, and recommendations clearly and accurately. You will need to communicate effectively in writing with both customers and colleagues to ensure alignment and transparency.
• Customer Feedback and Continuous Improvement: Actively share insights regarding customer usage of Machine Identity products and provide constructive feedback on how we can enhance its offerings. Your contributions will help us identify opportunities to simplify customer experiences and ensure they can fully leverage our products.