Director of Channels - North America
Cyberark

Santa Fe, New Mexico

Posted in Manufacturing and Production


This job has expired.

Job Info


Who we are:

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.

Job Description:

Partnership Management: Execute the North America Channel strategy to Identify, create, and manage a team of CAMs responsible for geography, key-account/business strategies, and relationships with select companies that develop solutions and/or create complementary products/services to produce sales opportunities. This person defines mutual goals and objectives, based on overall company and channel strategy, and drives the team to build awareness and support of overall strategic benefits of the channel. Evangelizes company products in conjunction with strategies to recruit key alliances/partnerships and adjacent routes-to-market. Provides financial analyses, long-range forecasting and analysis studies associated with potential alliances/partnerships and routes-to-market. Establishes metrics to assess the sales impact of the partners in the marketplace and the overall success of the North American channel. Monitor's competitor activity in accounts and implements strategies to maintain account ownership and block competitor advancement. Selects, develops, and evaluates personnel to ensure the efficient operation of the function. The successful candidate will manage MBOs, drive accountability and provide strategic and tactical directions for Cyberark in all aspects of channel enablement, marketing, and sales within the geography.

Purpose of the job:

To lead, develop, build, and maintain sustainable and a profitable Channel Program and Partnerships across the North American Market, to fulfill the company's policies and goals. This position is a management role with the goal to build and manage a team and drive significant impact on the success of the business and support the continued growth and expansion of Cyberark in their respective regions.

What you will do:

  • This role with be an extended member of the global channel team and a leader of the North American channel team and as such be engaged, aligned and accountable to the overall channel strategy and go-to-market activities and plans, with strong dotted line to Americas theatre leadership reporting to VP Americas Channels
  • Design, develop and execute a North American partner strategy that drives the Enterprise, Commercial and Speedboat Accounts, by incorporating a comprehensive recruit, enablement, and marketing plan - against new and existing partners
  • Lead and coach the North American Channel team, in a sometimes-matrixed environment, in driving a successful strategy and Go-to-Market model that supports business success and contributes to aggressively expanding the Cyberark footprint across the North American Market in alignment with the North American Sales team(s).
  • Ensure North American Channel strategy aligns with Cyberark's overall channel and sales strategy to drive top line revenue growth
  • Actively lead and drive the recruitment of all new and appropriate channel partners in the North American Space and develop the Cyberark partner ecosystem while driving executive level relationships within the various partners
  • Drive the team by development and execution of a joint value proposition for each partnership and communicate internally and externally. Build business plans with timelines, success metrics and planned activities to achieve goals.
  • Quarterly (if not more frequent) updates to Cyberark management regarding partner issues, success, and updates
  • Recruit, hire and manage new North American Channel Team members when needed
  • Contribute as a member of the channel leadership team, regionally and globally, in an ongoing development and execution of the partner growth strategy.
  • Meet or exceed revenue targets as directed by North American and Global leadership
  • Manage objective across North America and communicate results to the Americas leadership team
  • Capture and communicate market intelligence, best practices, and customer feedback across assigned regions to improve products and processes

What you need to succeed:
  • Drive for execution /results-ability to execute and deliver against business goals consistently driving profitability and contribution to revenue achievement
  • Excellent communications and highly developed interpersonal skills with strong ability to work collaboratively across the organization and obtain positive visibility and credibility quickly - a strong team player who contributes to overall success of one Cyberark
  • Strong leadership qualities and ability to lead, develop, motivate and empower a high performing team who contribute to the success of Cyberark
  • Motivation & engagement - An individual with passion and enthusiasm who will embrace this great opportunity.
  • Strong personal impact - able to present the appropriate image as an ambassador for the business both internally and externally and quickly gain acceptance/earn credibility
  • Intellectual leadership - Has high intellect and demonstrates high levels of emotional intelligence and strong thought leadership in working with others both internally and externally.
  • High level of integrity and ethical approach and able to instill trust and a transparent way of doing business across the matrix
  • Change agility - An individual who champions change and leads by example through business change initiatives while continuing to successfully execute the business plan objectives and grow revenue.
  • Strong relationship building skills both internally and externally and able to navigate and effectively manage his/her business successfully in a matrixed organization across borders, understanding and respecting cultural diversity and operating successfully within that framework. Ability to think globally and act locally.
  • Business acumen - Able to quickly understand the business, it's issues, take ownership and develop and execute a strategy with the team that positively transforms the business and drives operational excellence and increased revenues. Strong business and commercial acumen and strategic agility
  • Committed to delivering outstanding customer service delivery and supporting and driving our customers' business success.
  • Ability to nurture innovation and create an environment that encourages creativity and positive risk taking. Personally, demonstrates creativity and entrepreneurial flair.
  • Strategic thinker and rounded business leader who can also drive operational excellence

How you will stand out from the crowd:
  • Bachelors or master's degree
  • 8+ years of successful North American Channel Management within an Enterprise Software Company working resellers partner in and out of a 2-tier environment
  • 5+ years working with large resellers/distributors/Consultants in the North American space and an understanding of their structure and go to market strategies.
  • Experience working for / or with Security Software Companies is a huge plus.
  • Strong track record of scaling a business and ability to successfully build and manage a partner Go-to-Market model within the North American market
  • Experience building and managing a successful channel team.
  • Understanding of Partner Programs and contracts associated with them
  • Excellent analytics skills and accountability, Salesforce.com experience a plus.
  • Business level English mandatory
  • Travel as required

CyberArk is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, creed, sex, sexual orientation, gender identity, national origin, disability, or protected Veteran status.

#LI-DNI


This job has expired.

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