Job SummaryThe Identity Account Executive (AE) / Identity Account Manager is responsible for driving revenue growth, customer acquisition, and expansion across the Identity Security product portfolio within an assigned territory. This role focuses on positioning enterprise privilege and identity management solutions, building strong channel partner relationships, navigating competitive displacements, and aligning professional services to ensure successful customer onboarding.
Key Responsibilities1. Revenue Generation & Territory Management- Drive net new customer acquisition and account upsell within assigned territory accounts.
- Manage end-to-end sales cycles for primary product offerings, including Privileged Access Management (PAM), Endpoint Privilege Management (EPM), Identity/Idira Access, Secrets Management, and AI Security solutions.
- Expand adoption of add-on portfolios including Management & Trust (MIM, Quantum, NGTS) and recurring Success packages (Premium, Platinum, and Success Add-Ons).
- Execute strategic account plans to replace legacy market competitors (e.g., Delinea, BeyondTrust, Keeper) by demonstrating technical and commercial superiority.
2. Deal Strategy, Channel & Ecosystem Engagement- Partner closely with key channel ecosystem partners (e.g., Insight Canada Inc) to deliver formal commercial quotes, handle deal registration, and drive co-sell opportunities.
- Leverage cloud marketplace channels (such as AWS Marketplace) to simplify purchasing frameworks and accelerate procurement timelines.
- Conduct discovery calls, solution deep-dives, and technical demonstrations alongside sales engineering teams.
- Formulate commercial strategies, managing conditional pricing and tactical discount approvals (e.g., Professional Services adjustments) to secure target close dates by key fiscal deadlines.
3. Professional Services Alignment & Scope Governance- Position and integrate appropriate Professional Services packages into product sales, such as Jump Start Standard Edition or Workforce Password Management Jump Starts.
- Coordinate directly with Professional Services teams to review and issue formal Implementation Scoping Documents and Statements of Work (SOW).
- Secure formal customer sign-off and approval on project scope letters prior to engagement kickoff.
Qualifications Professional Experience- 5+ years of direct enterprise software sales experience within Identity Security, CyberArk/Idira ecosystems, Privileged Access Management (PAM), or Cloud Access Control.
- Proven track record of consistently meeting or exceeding $800k+ ACV annual quotas.
- Solid understanding of user directories, SSO, MFA, vault configurations, and zero standing privilege architecture.
Skills & Core Competencies- Channel & Marketplace Collaboration: Demonstrated success co-selling with national channel partners (Insight) and leveraging AWS Marketplace agreements.
- Competitive Execution: Tactical expertise in positioning core differentiators to displace competitors such as Delinea, BeyondTrust, and Keeper.
- Technical & Scoping Capability: Ability to translate technical customer requirements into structured solution proposals and professional services Jump Start deployments.
- Commercial Negotiation: Experience structuring complex multi-year subscriptions, managing discount approvals, and navigating enterprise procurement cycles.
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$277,600.00 - $381,700.00/yr
