Channel Solutions Engineer

CyberArk • Newton, MA

4h

About The Position

We are seeking a skilled and motivated Channel Solution Engineer to join our team. In this critical partner-facing role, the Channel Solution Engineer will act as a Subject Matter Expert (SME) for CyberArk 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 enablement, 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.

Requirements

• Proven experience in technical sales, solution architect, or partner enablement 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.

Nice To Haves

• Experience with CyberArk or Venafi related identity management solutions is highly desirable.

Responsibilities

• Partner Enablement & Ecosystem Integration:
• Foster and build strong relationships with technical partners (SI, VAR, MSP) to expand the reach and success of CyberArk solutions.
• Lead partner enablement 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 CyberArk products.
• Develop and implement enablement programs that educate and empower partners to be self-sufficient in selling and supporting CyberArk 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 CyberArk 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 enablement in marketplace scenarios, including marketplace certifications, architecture validation, and joint product promotion.
• Ensure the technical messaging and positioning for CyberArk 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 251-500 employees