Sr Solutions Engineer - Public Sector (DMV)

Company Description

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.

Job Description

As a Senior Solutions Engineer at CyberArk, you will play a pivotal role in demonstrating the value of CyberArk’s identity security solutions to prospective and current Public Sector/Federal customers. Your responsibilities will include engaging with clients via demos, presentations, meetings, and Proof of Concepts (POCs) to showcase how CyberArk secures critical assets across hybrid cloud environments and distributed workforces. The Senior Solutions Engineer will combine technical knowledge with sales skills and is ultimately responsible for the technical win during the sales cycle. Solutions Engineers are the primary technical resource for the field sales force hence, they are responsible for actively driving and managing the technology evaluation stage of the sales process, working in conjunction with the sales team and others as the key technical advisor and product advocate for our solutions. Solutions Engineers will collaborate with multiple teams within customer organizations, ensuring their success in understanding the business value and adopting CyberArk’s Identity Security solutions, so you must be able to articulate technology and product positioning to both business and technical users. Above all, we are looking for someone that can communicate the CyberArk value and be able to design an optimal solution for complex customer infrastructure and datacenter environments on a global scale.

As a key player in the Public Sector/Federal vertical, you will leverage your deep knowledge of CyberArk products and public sector security requirements to engage with State, Local, and Education (SLED) organizations. Your role will involve understanding their unique challenges and demonstrating how CyberArk can address critical security and compliance needs. A solution-oriented mindset and a passion for tackling security challenges in the public sector will be key to your success.

The ideal candidate must be self-motivated with a proven record of accomplishment in relevant vendor software sales or encompass knowledge of similar technologies. You must be comfortable in a dynamic atmosphere of a technical organization with a rapidly expanding customer base. You must possess strong presentation skills. You must be organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.

Technical Expertise & Solution Demonstration: Serve as the subject matter expert on CyberArk's Identity Security solutions, providing in-depth knowledge and technical guidance to public sector organizations and partners, through business value presentations, solution demonstrations, architecture reviews, etc.

High Performing Sales Engineer: Proactively seek out new sales opportunities by developing new and existing technical relationships within prospective accounts, partners, and current active customers.

POC & Technical Validation: Plan, execute, and manage Proof of Concept (POC) evaluations with potential and existing public sector customers, demonstrating how CyberArk’s solutions can solve their security challenges.

RFP/RFI Support: Assist in the preparation and response to Requests for Proposals (RFPs) and Requests for Information (RFIs), positioning CyberArk’s solutions for success in public sector evaluations.

Customer Engagement: Build and maintain strong, long-term relationships with technical teams and executive stakeholders within public sector organizations, ensuring they achieve success and satisfaction with CyberArk’s solutions.

Partner Ecosystem: Support and enable CyberArk’s partner network, ensuring they can effectively communicate the value of CyberArk to their public sector clients.

Industry Engagement: Represent CyberArk at industry events, partner seminars, trade shows, and marketing initiatives, showcasing the value of Identity Security solutions to government and educational organizations.

Customer Advocate: Able to convey customer requirements to Product Management teams, Professional Services and other internal CyberArk teams on behalf of customers and partners.

Team Player: Actively engage and contribute to the internal teams, serving as a resource and mentor to others when appropriate.

Travel: Light travel required (<50%) for client meetings and industry events.

Qualifications

• Education: MIS/Computer Science Degree or equivalent experience required
• Pre-Sales Experience: 5 Years experience in a presales technical role, ideally specifically with identity management or security technologies. Including the ability to build relationships at multiple levels to work cross organizationally toward solutions; excellent leadership and consensus building skills.
• Expertise in Government IT & Security Requirements: Experience working in or a strong understanding of public sector IT environments, including familiarity with government-specific security requirements (FIPS, FedRAMP, ATOs, STIGs/hardening), security accreditation processes, and public sector procurement procedures. (NIST 800-53 and ATO processes).
• Collaborative & Solution-Oriented: Ability to work closely with customers and internal teams to build tailored solutions that address the unique needs of public sector organizations.
• Identity Security Proficiency: Knowledge of identity security technologies, Identity and Access Management solutions, Identity Governance solutions, Privileged access management (PAM), and related security solutions. Experience with key security concepts such as authentication, authorization, and encryption are essential.
• Windows/Active Directory Expertise: Hands-on experience with Windows Server and Active Directory administration, Directory Services (LDAP, AD, Federation, Bridging), and familiarity with UNIX/Linux systems. Knowledge of database security, network security, scripting, and DevOps practices is highly desirable.
• Cloud Technology Expertise: Experience with IaaS/PaaS administration and support within cloud providers (AWS, Azure, GCP) are highly desirable.
• Strong Communication & Presentation Skills: Ability to communicate complex technical concepts clearly and effectively to both technical and non-technical stakeholders, including executives and government officials.
• Certifications: Industry recognized certifications are highly desirable (i.e. CISSP, CEH)
• Travel: Ability to travel up to 50% as needed when safe to do so
• CyberArk Technical Experience: Prior experience with CyberArk Software solutions is preferred or relevant experience with enterprise applications, security management, systems management, identity management, and/or policy management solutions preferred especially in the Identity and Privileged access.
  
  
  

Additional Information

CyberArk is an Equal Opportunity 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.

We are unable to sponsor or take over sponsorship of employment Visa at this time.

The salary range for this position is $126,000 – $175,000/year, plus commissions or discretionary bonus, which will be based on the employee’s performance. Base pay may also vary considerably depending on job-related knowledge, skills, and experience. The compensation package includes a wide range of medical, dental, vision, financial, and other benefits.