Channel Account Manager-DACH
Date : Jun 5, 2020 Location :
Munich, Germany, Munich
About CyberArk :
CyberArk is the global leader in privileged access security, a critical layer of IT security to protect data, infrastructure and assets across the enterprise, in the cloud and throughout the DevOps pipeline.
CyberArk delivers the industry’s most complete solution to reduce risk created by privileged credentials and secrets. The company is trusted by the world’s leading organizations, including more than 50 percent of the Fortune 100, to protect against external attackers and malicious insiders.
Job description :
CyberArk is looking for an ambitious and energetic Channel Account Manager, DACH region based locally to Munich, Germany to manage existing partners and recruit new additional partners to include VAR’s and Resellers.
A major element to this role is the management of our newly appointed distributor. Key focus will be on ensuring partners are aligned to the market opportunity and positioned to identify, recommend, propose and deploy CyberArk’s portfolio of security solutions.
CyberArk is uniquely positioned, as undisputed leader in our space, and has amassed an enviable enterprise client base. The Channel and our partner eco-systems is a key component of our growth plans and fully aligned to support our go-to-market strategy.
This is a varied role and will require focus, energy, high activity, channel relationship acumen and a solid understanding of how to engage and develop reseller and distributor partnerships.
Job Responsibilities :
Ensure that all Partners within the territory reach and maintain the appropriate certification required to participate and contribute to the CyberArk partner program.
Ensure appropriate and achievable engagement and business plans are in place to drive partner recruitment, pipeline growth, enablement and sales revenue of CyberArk solution through the CyberArk distributor.
Promote, facilitate and develop productive and tangible relations between the partner and CyberArk’s local and EMEA teams where appropriate.
Manage and report on partner success in line with the CyberArk partner program criteria.
Develop a qualified sales pipeline through the partner’s existing client base and work with the CyberArk enterprise and commercial sales executives.
Attain and maintain productive and beneficial relationships across all levels within the Partner
Execute on all aspects of the business plan to include sales enablement, technical, marketing or event creation
In conjunction with the CyberArk’s sales and marketing team create joint sales development campaigns focused on new business, upscale and portfolio expansion.
Manage relationships within CyberArk and the Partner to ensure all relevant people are involved (Marketing, Sales Engineers, and Territory Managers) for completion of the points above.
Be fully conversant in the CyberArk messaging and be able to articulate and present this at all levels whether one 2 one or within a seminar environment.
Train Partner sales teams and be fully conversant on current broad and vertical messaging across the portfolio.
Reinforce and ensure cadence on the Partner program criteria and drive all Partners to attain the skills levels required.
Maintain a sales forecast across your Partners and have deal visibility of all unmanaged opportunities.
Minimum 3+Yrs Channel experience at SI’s, Security focused VAR’s and Distribution.
Previous experience in managing and responsibility for distribution partner
Energy, enthusiasm and drive are key attributes for this role
Proven track record of developing and maintaining partner relationships
Fully conversant with SFDC, MS Office Applications and other bespoke corporate Apps as needed
Strong understanding of partner network across Germany, Austria and Switzerland region
Strong and consistent sales track record
Able to work to targets, prioritize workload and manage own schedule
Confident and articulate speaking at all levels
Able to travel and understanding that some days can be long and involve overnight stays
Organized and pragmatic in approach to tasks and targets
Willing to learn new messaging and able to incorporate this into new Partner training and messaging
Flexible, creative and able to adapt quickly in a dynamic and changing environment
Team player and ability to develop productive long-term relationships
Must be based in the Munich area