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 Twitter, LinkedIn or Facebook.
CyberArk is looking for a result oriented, collaborative and energetic Manager, Channel - ANZ, based in Sydney / Melbourne. As the ANZ Channel Leader, you will drive incremental revenue by building and scaling a highly capable partner community. The partner eco-systems is a key component of our growth plans and fully aligned to support our go-to-market strategy. You will lead a small team to manage new and existing partners including system integrators, managed service providers, and resellers. This is a great opportunity for a seasoned channel sales leader with a proven track record of high value solution selling in a Software-as-a-Service environment. You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.
Lead & manage a small team to accelerate our business through close collaboration with the internal GTM functions and partners in the ecosystem to support the region to be successful in meeting the revenue target and growthEstablish good and strong relations with the strategic partners at the executive management levelBuild and ensure that we have the correct level of partner resources in the various markets to support the growth and success of the regionFully collaborate and align with the go to market strategy set out by the ANZ Country Manager together with the wider ANZ management teamOversees the business and enablement plan of all partners in ANZReinforce and ensure cadence on the Partner program criteria and drive all Partners to attain the skills levels requiredManage and report on partner success in line with the CyberArk partner program criteriaDrive achievable business plans to drive sales revenue of CyberArk solutionsDevelop qualified sales pipeline through the partner existing client baseCollaborate with sales and marketing teams for joint sales development campaigns focused on new business, upscale and portfolio expansionEnsure partner sales teams and ensure they are fully conversant on current broad and vertical messaging across the portfolioRun sales forecast across your Partners and have deal visibility of all unmanaged opportunitiesOversee adoption and utilization success in Partner led accounts aligned with Cyberark’s CARE philosophyPromote, facilitate and develop productive and tangible relations between the partner and CyberArk’s local and APJ teams where appropriate.Be fully conversant in the CyberArk messaging and be able to articulate and present this at all levels seminars and events.#LI-EO1
QualificationsIdeally 10+ Yrs in enterprise channel sales experience with a proven and consistent sales track record through effective partner relationshipsSaaS, IAM or Cyber Security solution sales experience highly preferredExperience leading a small team through hiring, developing and coaching them for success in their roleStrong understanding of partner network within the ANZ region, in particular trusted relationships with key partner principalsAbility to balance between operational execution and long term strategyProven track record of managing a diverse portfolio of partner channels including distribution, reseller and influencer modelsStrong negotiation skills and good communications and presentation skillsFlexible, creative and able to adapt quickly in a dynamic and changing environmentA team player who has a strong customer centricity mentality and success oriented sales mindsetFully conversant with SFDC, MS Office Applications and other bespoke corporate Apps as neededUniversity degree or above, preferably in a business and or technical discipline, or equivalent experience.