Strategic Transformation Specialist - CEE

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 X, LinkedIn or Facebook.

The Strategic Transformation Specialist is part of the EMEA Transformation Office and is responsible for delivering on our EMEA Privilege Access Management Targets, supporting the AEs directly (customer-facing) in some of the largest customers in EMEA to achieve faster maturity in their Identity Security Program. We help these customers to convert, modernize and redefine their Identity Security or Legacy PAM program, developing  new strategies for securing privileged access across their modern environments, often dovetailed with digital transformation, cloud adoption or data center modernization efforts. Additionally,  the role is responsible for enabling the field sales teams in the strategic transformation programs ran by CyberArk. The role reports to the AVP EMEA, Transformation.

Responsibilities:

• Work closely with the AEs in their motions to modernize PAM in their account base, being the driver of large PAM revenue opportunities.
• Drive SaaS transformation programs & cross-sell, aligning closely with the wider team such as Solution Architects, CSMs and Specialists.
• Identify and engage new stakeholders, in new areas of investment outside of traditional PAM, building compelling business justifications.
• Expand license consumption within other subsidiaries and companies in the Group.
• Support and elevate the field sales (AEs) in their customer modernization efforts.
• Support the global and regional programs for PAM Modernization, acting as PAM evangelist  in your region.
• Cultivate and manage relationships with strategic partners, alliances and advisories to understand companies’ strategic investment agendas.

 

Other responsibilities:

• Input to Account Executive's territory plans
• Organize Quarterly and Annual Business Reviews (QBRs)
• Build and advance near-term and long-term qualified pipeline
• Selling into various stakeholders: IT side and Business side
• C-level engagements, positioning and proposal
• Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
• Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
• Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
• Collaborate with and engage the right CyberArk technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.

 

Sales and Commercial Acumen:

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome-oriented with strong commercial judgment and quota ownership mindset.

Domain Expertise:

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

Channel and Ecosystem Experience:

• Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths:

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team-based success.

Sales Process and Tool Familiarity:

• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.