Channel SE - US & Canada

CyberArk Software•Jacksonville, TN

6d•Remote

About The Position

We are seeking a skilled and motivated Channel Domain Consultant to join our team. In this critical partner-facing role, the Channel Domain Consultant will act as a Subject Matter Expert (SME) for Identity products and solutions. The individual will foster and nurture relationships with technical partners, including System Integrators (SI), Value Added Resellers (VAR), Managed Service Providers (MSP), and other strategic partners. This role requires a combination of technical expertise, business acumen, and strong communication skills to enable and guide partners in delivering best-in-class Machine Identity Management solutions. The successful candidate will be responsible for driving partner Activation, ecosystem integrations, technical solution design, and supporting partners throughout the sales lifecycle. They will also play a key role in the development and execution of technical go-to-market (GTM) strategies, with a focus on collaboration with AWS, Azure, Google Cloud, and other major marketplace platforms. The Channel Domain Consultant (Channel SE) is a key partner-facing technical expert responsible for enabling, supporting, and empowering PANW channel partners—including System Integrators (SI), Value Added Resellers (VAR), Managed Service Providers (MSP), and other strategic partners. Acting as a subject matter expert in Identity solutions, the Channel SE plays a critical role in partner Activation, technical solution design, and driving successful go-to-market strategies. This role combines technical acumen, business insight, and proactive relationship management to accelerate partner capabilities in Identity Security and Machine Identity Management. This role is highly collaborative, requiring the Channel SE to partner with the field and channel teams as well as partners themselves, ensuring active participation and technical support throughout the sales cycle, and ultimately contributing to the successful closure of deals.

Requirements

Proven experience in technical sales, solution architect, or partner Activation role, ideally within the cybersecurity, identity management, or cloud technologies space.
Strong understanding of machine identity management, public key infrastructure (PKI), and encryption technologies.
Deep technical expertise in at least one of the major cloud platforms: AWS, Azure, or Google Cloud.
Experience working with System Integrators (SI), Value Added Resellers (VAR), and Managed Service Providers (MSP) to enable technical solutions and partner sales.
Strong experience in designing and delivering technical solutions and translating customer requirements into actionable and scalable solutions.
Ability to engage effectively with technical and business stakeholders at all levels.
Excellent written and verbal communication skills, with a talent for simplifying complex technical topics.
Ability to work collaboratively with cross-functional teams, including sales, engineering, and product management.
Demonstrated ability to manage and prioritize multiple initiatives and projects effectively.
Self-motivated and proactive, capable of working autonomously with minimal direction from Channel Account Managers.
Exceptional communication skills and business acumen to influence and guide both technical and non-technical stakeholders.
Ability to build trusted advisor relationships with partner technical sellers—including pre-sales engineers, architects, and consultants—to drive meaningful sales opportunities.
Commitment to continuous learning, staying up to date with the latest solutions, tools, and industry best practices.
Combine technical knowledge with sales acumen to jointly manage the technology evaluation and sales process together with the partner, ensuring technical alignment and a clear path to a technical win at every stage.

Nice To Haves

Experience identity management solutions are highly desirable.

Responsibilities

Partner Activation & Ecosystem Integration: Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of solutions. Lead partner Activation efforts by creating training and certification pathways, including developing and improving certification processes. Collaborate with Technical Alliances to ensure the correct integration and development of technical selling plans. Work on partner onboarding and knowledge transfer, ensuring partners are equipped with the tools, knowledge, and resources to successfully position and sell products. Develop and implement Activation programs that educate and empower partners to be self-sufficient in selling and supporting solutions.
Solution Design & Technical Strategy: Gather and analyze end-customer requirements from partners, translating business needs into technical solutions and system architectures. Provide technical leadership by designing and delivering tailored solutions architectures for partner-engaged end-customer projects. Work with channel partners on customer meetings and joint solution documentation, ensuring high-quality technical outcomes. Break down complex technical concepts into simple, customer-driven outcomes and messaging, enabling partners to effectively communicate these solutions to end-customers. Support partners in technical sales presentations, white-boarding sessions, and other customer-facing activities. Develop joint value propositions for solutions, ensuring alignment with business challenges and technical requirements across a variety of customer personas and segments.
Marketplace & GTM Strategy: Lead the creation and execution of technical go-to-market strategies for platforms such as AWS, ensuring the correct approach for product integration and sales. Drive partner Activation in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion. Ensure the technical messaging and positioning for products is clear, impactful, and aligned with market needs.
Channel Partner Support & Collaboration: Provide ongoing support to channel partners in the form of product demos, technical consultations, and sales training. Collaborate closely with internal teams to ensure alignment between product development, partner sales teams, and marketing. Maintain a demo environment for all Machine Identity Management solutions, ensuring partners have access to the necessary resources for their sales efforts.
Act as a technical evangelist, fostering strong relationships with technical partners (SI, VAR, MSP) to expand reach.
Lead partner Activation by developing training and certification pathways, hands-on workshops, and technical resources.
Facilitate partner onboarding and ongoing knowledge transfer, ensuring partners are equipped to position and sell identity solutions effectively.
Drive joint product promotion and ensure technical positioning aligns with evolving market needs.
Collaborate with Technical Alliances to ensure robust integration and alignment of technical selling plans.
Develop and deliver Activation programs, including sales and pre-sales certifications, and support maintaining a demo environment.
Gather and analyze partner-driven end-customer requirements, translating business needs into technical architectures and tailored solutions.
Lead the design and delivery of solution architectures for partner-engaged customer projects and support technical sales presentations and workshops.
Simplify complex technical concepts into clear, customer-focused outcomes and messaging for a wide range of partner and customer personas.
Collaborate with partners on joint value propositions and documentation, ensuring alignment with business challenges and technical requirements.
Provide ongoing technical support to channel partners through product demos, consultations, and sales Activation training.
Work closely with Channel Account Managers (CAM) and internal teams to align product development, partner sales, and marketing strategies.
Engage with technical sellers at each partner, empowering them to identify and advance opportunities.
Work side by side with partners across all stages of the sales cycle, from initial opportunity identification, technical discovery, and evaluation to solution presentation, proof-of-concept management, and final deal closure, with the shared goal of securing successful wins together.
Provide an overview of Identity Security, facilitate CPE Certification, conduct hands-on workshops, guide through CDE training, supply NFR licenses for building a lab environment to support CDE certification preparation, and train in GTM activities focused on selected solutions with defined outcomes.
Support per-solution Activation through advanced workshops and continued SME access, and train in GTM activities focused on selected solutions with defined outcomes.