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 X, LinkedIn or Facebook.
Job Description
We are seeking for proven sales performers to expand our customer base in the Identity and Security portfolio, focusing on selling Machine Identity Security (MIM) (previously named as Venafi's solution) into existing CyberArk accounts as well as prospects. You will be the sales member based in Japan to manage all sales activities in the region by selling into complex and large customer environments and close collaboration with existing CyberArk Go-to-market teams (AE/SE/Services/Channels/Customer Success etc). You will contribute to our exponential business growth in a fast-paced, collaborative and fun atmosphere, as a valued member of the CyberArk family.
- Prospecting and driving new business through MIM's solutions into existing CyberArk accounts and prospects, with continuous development of long-term pipeline to increase CyberArk's share of wallet into existing enterprise customers and new business through prospects
- Strong collaboration with the Go-To-Market teams in the region
- Pursue our advantage against the competition selling the value of MIM's platform and win against comepetitors.
- Establish a professional and trusted relationship with customers and prospects, from the C-level to the Operational level, developing a core understanding of the unique business needs of the customer within their business vertical on Machine Identity Management projects.
- Work with business partners in the wider eco-system of SI partners and advisory firms
募集概要
CyberArkのアイデンティティおよびセキュリティポートフォリオにおける顧客基盤を拡大するため、実績のある営業担当者を募集しています。特に、**マシンアイデンティティセキュリティ(MIM:旧Venafiソリューション)**を、CyberArkの既存顧客、見込み顧客に対して販売することに注力していただきます。
日本のセールスメンバーとして、複雑かつ大規模な顧客環境に対する販売活動全般を管理し、既存のCyberArk Go-to-Market(GTM)チーム(アカウントエグゼクティブ、システムエンジニア、サービス、チャネル、カスタマーサクセスなど)と緊密に連携して日本のビジネスを推進します。CyberArkファミリーの大切な一員として、スピード感を持ち、協調性を重視する明るい雰囲気の中で、弊社の飛躍的なビジネス成長に貢献していただきます。
主な職務内容
- MIMソリューションの拡販: CyberArkの既存顧客および新規見込み客(プロスペクト)に対し、MIMソリューションを通じた新規ビジネスの発掘・推進を行う。長期的なパイプラインを継続的に構築し、既存のエンタープライズ顧客ではCyberArkのウォレットシェア(顧客内シェア)、また見込み顧客経由での新規ビジネスを拡大する。
- 社内連携: 日本のGTMチーム(営業関連チーム)と強固に連携する。
- 競合優位性の確立: MIMプラットフォームの価値を訴求し、競合他社に対する優位性を確立すことで、競合に勝利する
- 関係構築とニーズの把握: Cレベル(経営層)から運用レベルに至るまで、顧客および見込み客とプロフェッショナルかつ信頼される関係を構築する。特にマシンアイデンティティ管理プロジェクトにおいて、各業界特有のビジネスニーズを本質的に理解する。
- パートナーエコシステムとの協業: SIパートナーやアドバイザリーファームなど、広範なエコシステム内のビジネスパートナーと連携する。
Qualifications
- 8+ years of experience in quota carrying B2B software sales with demonstrated record of meeting or exceeding targets or combination of experience, education and superior performance
- Familiar and experience in selling subscription & cloud business
- Experience selling of digital Identity management solutions, either experience of security or/and PKI is an added advantage
- Value sales experience. Selling Cloud Native or SaaS (Software as a Service) products is an added advantage
- Effectiveness in building relationships within client and prospect companies at any level (CXO, technical leader, LOB leader, etc.)that gives impact to our business.
- Demonstrated ability to adapt, evolve and onboard new ideas
- Having strong customer centricity and success-oriented sales mentality
- Experience leveraging Partners to build and run business.
- Organised, efficient and able to maintain high level of production while also demonstrating process and administrative excellence - experience using a CRM system, preferably Salesforce
- Excellent presentation/communication skills
- English read/write skill is required at least. Basic English speak/listen capability is also required for communication with non-Japanese relevant persons.
How you will stand out from the crowd:
- Prior sales success in a sales specialist environment
- Demonstrated tech savvyness and ability to learn new technologies within short span of time
- Exhibits high energy, competitiveness, over-achiever, go-getter, desire to win as a team.
応募要件(必須スキル・経験)
- 8年以上のB2Bソフトウェア営業経験: 割り当てられた個人の予算(クォータ)に対して、達成またはそれ以上の実績(または、経験・教育・卓越したパフォーマンスの組み合わせによる同等の能力)があること。
- サブスクリプションおよびクラウドビジネスの販売経験。
- デジタルアイデンティティ管理ソリューションの販売経験。 (セキュリティまたはPKIの経験があれば尚可)
- バリューセールス(価値提案型営業)の経験。 (クラウドネイティブまたはSaaS製品の販売経験があれば尚可)
- 関係構築能力: 我々のビジネスにインパクトを与えるあらゆるレベル(CXO、技術リーダー、LOB リーダーなど)の顧客・見込み客と関係を構築できる効力
- 適応力: 新しいアイデアに対して、適応、進化、導入する能力。
- マインドセット: 強い顧客中心主義と、成功志向の営業マインドセット。
- パートナー活用経験: パートナーを活用してビジネスを構築・運営した経験。
- 業務遂行能力: 組織的かつ効率的で、高い生産性を維持しながら、プロセス管理や事務処理について卓越していること。CRMシステム(Salesforcが推奨)の使用経験。
- 優れたプレゼンテーションおよびコミュニケーションスキル。
- 英語力: 読み書きレベルは必須。海外の関係者とコミュニケーションを取るための基本的な会話・リスニング能力も必須。
歓迎される能力・経験、求めている人物像
- セールススペシャリスト(製品・ソリューション専任営業)としての成功実績。
- 短期間で新しい技術をキャッチアップできる技術的素養および学習能力を備えている方
- やる気に満ちていて、競争心があり、目標以上の達成に対する意欲があり、自律的な行動力、そしてチームとして勝利することへの情熱を持っている方。
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