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.
About this role:
The VP Global Managed Service Providers (MSPs) will be accountable for the business strategy and plan for our Managed Service business. They will ensure assigned partners receive the highest level of quality service and support to grow our mutual business. This executive position is responsible for directing the overall MSP Strategy and operational elements of the MSP program. In addition, this person will drive the business requirements for the product roadmap and ensure structured processes and procedures are implemented and executed to enable optimal service delivery by our partners. This individual will develop strategic direction for Managed Services, build joint offerings, develop, and iterate proper pricing models, and align operations and product roadmaps with industry best practice frameworks. The ideal candidate must have a proven track record of developing, building, scaling, and transforming formal Managed Services models. In addition, experience designing, building, and growing teams to support scale as we as Service pricing models, defining operational procedures, setting service standard, defining, and reporting SLA's, KPIs are all critical to this role.
This position is a senior management role with the foal to build and manage a team and drive significant impact on the success of the business and support the continued growth and expansion of CyberArk in MSP partners. They will lead, further develop, iterate, and maintain sustainable and a profitable Managed Services Channels and Partnerships across the Global Market, to fulfill the company's policies and goals.
What you will do:
This role is a member of the global channel team and as such be engaged, aligned and accountable to the global channel strategy and go-to-market activities and plans
Execute an MSP partner strategy that drives the Enterprise and Corporate accounts and emerging product segments, by incorporating a comprehensive recruit, activate, enablement, management, and marketing plan - against new and existing MSP partners
Lead and coach the MSP Channel team, in a sometimes-matrixed environment, in driving a successful strategy and Go-to-Market model that supports business success and contributes to aggressively expanding the Cyberark footprint across all Global Markets in alignment with the GTM team(s).
Ensure Global MSP Channel strategy aligns with Cyberark's overall channel and sales strategy to drive top line revenue growth
Instill a high-performance culture in the team with a focus on teamwork, partner success and ownership to resolving partner issues.
Actively lead and drive the recruitment of any new and appropriate MSP channel globally and develop this partner ecosystem while driving executive level relationships within the various partners
Drive the team by development and execution of a joint value proposition for each partnership and communicate internally and externally. Build business plans with timelines, success metrics and planned activities to achieve goals.
Work closely with the Services team to ensure new partners are on-boarded with seamless integration, support, and quality of services.
Responsible for Managed Services strategy with particular focus into opportunities to grow/or enhance our product portfolio for support the services offered by our partners
Drive a continual service improvement program with quarterly (if not more frequent) updates to CyberArk management regarding partner issues, success, and updates
Recruit, manage and develop new MSP Channel Team members when needed
Contribute as a member of the channel leadership team, globally, in an ongoing development and execution of the partner growth strategy.
Meet or exceed revenue targets as directed by Global leadership
Manage objective globally and communicate results to the Global leadership team
Capture and communicate market intelligence, best practices, and customer feedback across assigned regions to improve products and processes
What you need to succeed:
Drive and execute on an operational model for MSPs to achieve and deliver against business goals consistently driving profitability and contributing to revenue achievement
Excellent communications and highly developed interpersonal skills with strong ability to work collaboratively across the organization and obtain positive visibility and credibility quickly - a strong team player who contributes to overall success of One CyberArk
Strong leadership qualities and ability to lead, develop, motivate, and empower a high performing team who contribute to the success of CyberArk
Motivation & engagement - An individual with passion and enthusiasm who will embrace this great opportunity.
Strong personal impact - able to present the appropriate image as an ambassador for the business both internally and externally and quickly gain acceptance/earn credibility
High level of integrity and ethical approach and able to instill trust and a transparent way of doing business across the matrix
Change agility - An individual who champions change and leads by example through business change initiatives while continuing to successfully execute the business plan objectives and grow revenue.
Strong relationship building skills both internally and externally and able to navigate and effectively manage his/her business successfully in a matrixed organization across borders, understanding and respecting cultural diversity and operating successfully within that framework. Ability to think globally and act locally.
Business acumen - Able to quickly understand the business, its issues, take ownership and develop and execute a strategy with the team that positively transforms the business and drives operational excellence and increased revenues. Strong business and commercial acumen and strategic agility
Committed to delivering outstanding partner service delivery and supporting and driving our customers' business success.
Ability to nurture innovation and create an environment that encourages creativity and positive risk taking. Personally, demonstrates creativity and entrepreneurial flair.
Strategic thinker and rounded business leader who can also drive operational excellence
How you will stand out from the crowd:
10+ years of successful Enterprise MSP Channel Management within an Enterprise Software Company working local and global partners and telcos
5+ years in a management position with experience supporting critical managed services offerings, working with large MSP/Consultants in the Global space and an understanding of their structure and go to market strategies.
Proven track record of scaling Managed Services partners and exceeding the financial targets.
Demonstrated ability to identify, articulate and prioritize implementation of strategic objectives for the MSP program within a Matrix decision and management hierarchy
Experience working for / or with Security Software Companies is a huge plus.
Strong track record of scaling a business and ability to successfully build and manage a MSP market model at Global scale.
Strong knowledge of best practices for Managed Services applications/solutions maintenance and optimization.
Experience supporting SaaS, IaaS and PaaS solutions in a Managed Services environment
Outstanding oral and written communication skills that demonstrate a professional demeanor and the ability to interact with others effectively
Excellent management skills, with the ability to delegate and manage multiple priorities while fostering positive relationships.
Experience building and managing a successful MSP GTM Indirect channel team.
Understanding of Partner Programs and contracts associated with them
Excellent analytics skills and accountability, Salesforce.com experience a plus.
Business level English mandatory
Bachelors or master's degree
Travel as required
CyberArk is an Equal Opportunity/Affirmative Action 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.
The salary range for this position is $140,000 - $250,000/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, as well as equity.