Senior Director Solution Sales - Workforce, EMEA

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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 Senior Director Solution Sales - Workforce, you will be leading a number of specialised sales teams each responsible for driving sales for CyberArk's Identity & Access Management (IAM), Identity Governance & Administration (IGA) and Endpoint Security solutions across new and existing customers in their associated EMEA sub-region.

This is a leadership position of a specialised international overlay team, whose focus is to identify and progress IAM, IGA and Endpoint Security opportunities, support renewals and uplifts and uncover new areas of investment. The team exists of several small teams, each aligned to an EMEA sub-region and managed by a player-coach Team Leader who reports into this leadership position, as well as some individuals reporting directly as well.

The Workforce specialised sales team works closely together with the account teams and technical specialist teams to deliver tailored solutions that address complex customer requirements.

Key Responsibilities

Sales Leadership

• Own full regional responsibility for achieving and exceeding sales quota related to the CyberArk Workforce solutions: Identity & Access Management (IAM), Identity Governance & Administration (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 EMEA region and will collaborate with regional Account Managers to uncover and grow relationships across client organizations, including CISO/CIO and product leadership.

• Coach the Team Leaders so they can further grow into managerial roles. At this point, they operate in a dual capacity as both an individual contributor and a team leader.

Cross-functional Collaboration

• Work closely with the EMEA region's leadership, such as Area Vice Presidents, District Sales Managers, Solutions Engineering Managers, Subject Matter Expert Managers, and Professional Services Managers, to ensure your teams of Solution Sales Specialists collaborate 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 channel management teams in EMEA to continuously grow indirect IAM, IGA and Endpoint Security sales and adoption, in all the districts. Help drive partner enablement initiatives to increase channel-sourced pipeline, improve partner engagement, and accelerate sales cycles for Workforce solutions.

#LI-HEH

#Hybrid

Qualifications

Sales & Domain Expertise

• 10+ years of experience in cybersecurity or a related technology field, with mandatory hands-on experience in IAM and IGA domains and international sales leadership experience.

• 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.

• Proven track record of sales leadership with consistent quota attainment in strategic account management or overlay sales.

• Comfortable working in an autonomous role towards agreed targets.

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 business and technical value propositions to both technical stakeholders and business leaders.

• Confident presenter with the ability to influence at all levels of an organization and challenge the status quo in legacy engagement.

• Ability to create an inclusive work environment, lead by example and promote behaviors aligned with the CyberArk culture and values.

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.

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.