Presales Operations Manager

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 Twitter, LinkedIn or Facebook. 

Job description:

The Presales Operations Manager is a critical role to deliver our next phase of growth. In this high-impact role, you will lead Presales strategy and operations across all routes to market with responsibilities spanning go-to-market definition, planning, processes, tools/technology, analytics, and enablement. You also will take a holistic lens across the full revenue funnel including Marketing, Insides Sales, and Customer Success to create a seamless and integrated customer journey and to actively identify levers to optimize our performance. You will report to the Director of Global Sales Operations & work closely with the Presales leadership team, field professionals, Finance, IT, and other colleagues in the Global Revenue Operations team.

Responsibilities:

• Define Presales go-to-market strategy and operating plan inclusive of segmentation, routes to market, roles, coverage, growth drivers, and strategic initiatives
• Apply market analytics and models to inform resource budgeting and capacity planning
• Lead operating rhythm including annual planning, forecasting, and business reviews in partnership with Presales Leadership, IT, and Global Revenue Operations teams
• Apply data-driven approach to optimize coverage model in partnership with Presales leadership and IT
• Establish reporting and analytics on key metrics such as POC effectiveness, SE impact, etc. to identify insights, implications, and actions to optimize performance
• Design, implement, and augment cross-functional processes such as POC tracking, technical sales stages, and reporting / analytics.
• Support strategic Presales growth initiatives and projects globally
• Partner with other functions such as HR, Finance, Legal, IT and various other teams at to assist in addressing issues, building plans, and delivering programs
• Work with the Finance team regarding compensation plan designs and updates
• Prepare and present analyses as it relates to go-to-market effectiveness

Job requirements:

• 10+ years of experience in related roles (e.g., Strategy and planning, Presales Ops, Sales Ops, Rev Ops, Financial Planning & Analysis and/or Analytics).
• Deep and broad understanding of Sales / Presales strategy and operations, and alignment with Marketing and Customer Success in high-growth B2B technology environment
• Ability to structure and execute complex analyses and synthesize into clear, actionable insights with business impact
• Familiar with Business Intelligence & Data visualization tools (e.g., Tableau) and Sales/Marketing technology such as SFDC, Clari, 6Sense, & People.AI
• Strong “pulse” of external Operations landscape such as trends, best practices, KPI benchmarks, go-to-market models, and productivity levers
• Excellent verbal and written communications skills, including presentation skills to all levels within the organization
• Experience interacting with senior stakeholders within the organization
• Strong project management skills and drive for ownership and results
• Ability to prioritize and multi-task and to work in a dynamic, fast-changing entrepreneurial environment
• A smart, bold but humble attitude to work collaboratively with CyberArkers across the organization
• Ability to 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. 

Recruiting agencies or vendors without a valid agreement between the parties are not authorized to (a) send CyberArk unsolicited resumes or candidate data or (b) contact CyberArk employees for the purposes of presenting candidates for employment. CyberArk will only work with recruiting agencies who have a valid agreement with CyberArk and that are specifically invited by CyberArk’s recruiting team to assist with searching for and submitting candidates for a specific position. Any unsolicited resumes or other candidate data submitted to CyberArk will not be accepted and shall be considered CyberArk’s property. CyberArk will not pay any placement or other fees of any kind for any unsolicited resumes or candidate data that is submitted in violation of this policy. CyberArk does not accept liability under any legal theory such as course of conduct, oral agreements, implied contracts, or otherwise based on negotiations with a candidate identified from an unsolicited resume or data in violation of this policy.