Senior Competitive Intelligence Programs Manager

About CyberArk

CyberArk, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. CyberArk’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere. Learn more at cyberark.com.

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We’re hiring a builder to help us scale Competitive Intelligence Programs as we join
forces with Palo Alto Networks. Our function is responsible for deep understanding why
we win and lose, supporting GTM & Product teams by translating research into content
and enablement, and ultimately making a measurable impact on pipeline and win rate
with competitive programs.
The new Senior Manager brings a platform mindset, understanding how identity,
access, privilege, and AI all interlock. This should be a strategic marketer with
competitive DNA: someone who can absorb complex insights from SMEs and transform
them into insights for our GTM teams and security leaders.
Why This Role Matters
Identity Security is at a market inflection point.
 Machine identities and automation are exploding. AI agents are becoming
privileged actors that need governance, least privilege, and controls comparable
to (or stronger than) humans.
 Competitors and platforms are pushing hard on “control plane” narratives
(identity + SOC convergence, bundling, AI-powered workflows), raising the bar
for clarity, speed, and credibility in competitive execution.
 Our win/loss program shows we win when we operationalize what’s true about
CyberArk: platform breadth, machine expansion, GTM strength, and market
leadership. Those advantages need a leader who can convert insight into
repeatable, field-usable

What You’ll Do:
Orchestrate offense + defense playbooks
 Lead competitive playbook strategy across key competitors and segments,
ensuring the field has current, high-confidence guidance.
 Build defense via differentiation: fact-based rebuttals and proof-driven
narratives that GTM teams can implement at scale.
Embed competitive intelligence across GTM + Product
 Ensure product launches, platform stories, analyst submissions and messaging
are competitively distinct with a ‘show, don’t tell’ mindset.
 Partner with Enablement to integrate competitive scenarios into onboarding and
ongoing training.
Create high-impact content and executive briefs
 Produce (and/or orchestrate) critical assets when stakes are high: this can
include rapid responses, exec-ready briefs, field kits, and strategy decks.
 Distill deep SME input across teams into output that’s relevant to security
leaders, aligned with how we are positioned to help.
Run the competitive operating cadence
 Establish a cross-functional “Compete Council” rhythm with PM, PMM, Sales,
Enablement, Strategy, and SMEs to drive decisions and follow-through, not just
readouts.
 Own a prioritized roadmap of competitive initiatives with clear owners and
metrics.

5–8+ years in product marketing, competitive intelligence, strategy, or technical
marketing (cybersecurity / enterprise software strongly preferred).
 Demonstrated ability to translate complex technical topics into field-ready
guidance that changes behavior and improves outcomes.
 Strong working understanding of identity/security concepts (e.g., PAM,
secrets/machine identities, cloud access, IGA/IAM adjacencies), along with the
curiosity to go deep fast.
 Excellent communication: concise writing, confident presenting, and the ability to
tailor messaging from reps → execs.
 Strong program discipline: prioritization, stakeholder management, operating
cadence, and measurement.
• Deep experience in identity security (IAM/IGA, privileged access / machine
identity / AI agent landscape) and/or adjacent security platforms.
• Track record building competitive programs that scale: win/loss
operationalization, takeout plays, competitive enablement systems, experience
working with security research organizations (Labs / Red Team) to convert
research into GTM advantage.
• Experience operating through M&A, integration, or large matrix environments.
• Strong grasp of emerging AI/agentic identity and governance trends and their
implications for privilege controls and enterprise security narratives.