As an experienced Solutions Strategy Architect, 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鈥檚 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鈥檚 machine solutions.
- Feedback Communication: Relay customer feature requests, requirements, issues, and general market feedback to the product and solutions teams.
- Evangelism: Support CyberArk鈥檚 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鈥檚 machine identity offerings and strive to fully understand common customer technology stacks, challenges, and competitive solutions.
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