As a Solutions Engineer at CyberArk, you are a trusted technical advisor responsible for driving the technical win in both new business and expansion opportunities. Acting as a CyberArk expert, you align CyberArk’s Identity Security Platform to customer business outcomes through deep discovery, strategic design, and impactful engagements. You will partner closely with AEs and Solution Sales Specialists to support account strategy and deliver technical validation. Your role is pivotal in supporting sales success, influencing architecture decisions, and enabling seamless post-sale transitions — all through the lens of the MEDDPICC qualification framework.
Key Responsibilities
Opportunity Management – New & Existing Accounts:
- Lead technical validation activities including POCs, architecture reviews, and value-based demos aligned to customer Metrics.
- Conduct technical discovery to uncover Customer Business Outcomes, shape Decision Criteria, and influence the Decision Process.
- Build stakeholder maps and identify Champions who support technical and business case development.
- Validate solution fit, address technical objections, and contribute to forecasting accuracy based on feasibility and risk.
- Contribute to forecasting accuracy by validating feasibility, risk, and business metrics aligned with MEDDPICC.
Forecasting:
- Support deal forecasting by validating technical feasibility, business Metrics, and Decision Criteria.
- Collaborate with AEs, Customer Success Managers, Services, and Channel teams to assess implementation risk and business value realization.
Pipeline Generation and Expansion:
- Identify and support new opportunities within accounts by transforming customer security architectures.
- Act as a technical evangelist, highlighting how CyberArk’s solutions deliver enterprise value.
- Participate in strategic account planning, stakeholder mapping, and growth identification.
- Enable and collaborate with partners to support technical readiness and joint opportunity execution
Cross-Functional Collaboration & Handover:
- Provide structured, insights-based handovers to Services, Customer Success, and partner teams.
- Support AEs and Solution Sales in aligning technical validation to sales strategy and customer priorities.
Thought Leadership & Enablement:
- Represent CyberArk at industry events, webinars, and workshops as a subject matter expert on Identity Security and Zero Trust.
- Mentor peers and partners; provide actionable feedback to internal product and field team
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