Solutions Strategy Architect – APJ (Workforce Identity) (Sydney/Melbourne based)

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.

CyberArk is seeking a self-motivated and broadly skilled Solutions Strategy Architect to join our team. As a key player in our organization, the Solutions Strategy Architect role is strategically vital to the success of our business. Positioned at the intersection of technology and customer engagement, you will directly influence the sales cycle and help shape the direction of our offerings in the market. Your ability to connect our cutting-edge solutions with the unique challenges faced by our customers will not only drive sales success but also contribute to CyberArk’s reputation as a leader in Identity Security. Supporting the entire APJ market, you will be instrumental in expanding our reach, solidifying customer relationships, and ensuring that CyberArk remains at the forefront of the industry.

Position Overview: As an experienced technical advisor, you will guide the sales process by setting a confident tone and establishing the correct strategic direction from the very beginning of the engagement. This role involves direct customer interaction and providing strategic guidance to the sales team. Solutions Strategy Architects work closely with sales, solutions engineers, subject matter experts, and product management to effectively position our technology. Your ability to articulate the value of our technology to both business and technical stakeholders is crucial in ensuring customer satisfaction throughout every stage of the engagement.

Key Responsibilities:

• Technical Pre-Sales Support: Provide technical support throughout the sales cycle, with a focus on the early (prospecting and discovery) and late (negation/defense of the technical win) stages.
• Technical Discovery: Conduct technical discovery sessions to uncover customer challenges and gain a deep understanding of their desired outcomes through collaboration with stakeholders.
• Solution Validation: Integrate brief demonstrations to validate the proposed solutions' direction.
• Value Proposition: Present the technical value proposition of CyberArk’s solutions at an executive level, clearly demonstrating how they address the customer's specific problems and bridge the gap between current and future states.
• Influence Solutions Engineering Activities: Play a key role in advising subsequent solutions engineering activities, including full demos, deep-dive demos, proof-of-value (POV), and proof-of-concept (POC) engagements.
• Content Creation: Develop high-quality tailored technical content, including detailed solution diagrams and presentations that clearly communicate the value and functionality of CyberArk’s solutions.
• Feedback Communication: Relay customer feature requests, requirements, issues, and general market feedback to the product and solutions teams.
• Evangelism: Support CyberArk’s evangelism efforts through formal activities such as webinars, seminars, lunch-and-learn sessions, and industry trade shows, as well as informal engagement with customers, partners, and social channels.
• Product Mastery: Maintain a deep understanding of CyberArk’s offerings and strive to fully understand common customer technology stacks, challenges, and competitive solutions.

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• · Skills:
  • Exceptional ability to present complex technical information in a clear and concise manner to both technical and non-technical audiences, including executives.
  • Strong problem-solving skills with the ability to analyze complex technical challenges and propose effective solutions.
  • Proven ability to build and maintain relationships at multiple organizational levels, working cross-functionally to deliver comprehensive solutions.
• Security Knowledge: Understanding of security concepts, regulatory requirements, and the implementation of security best practices within enterprise environments.
• IAM Experience: Experience with Identity Governance and Administration (IGA) and/or Identity and Access Management (IAM) solutions, such as Identity Providers (IdPs), Privileged Access Management (PAM), and Multi-Factor Authentication (MFA) is advantageous.
• Certifications: Relevant certifications such as Certified Information Systems Security Professional (CISSP), Certified Cloud Security Professional (CCSP), AWS Certified Solutions Architect, Azure Solutions Architect Expert, Google Cloud Professional Cloud Architect, or similar are highly desirable.