Identity Governance Field Leader

US and Canada territory

RSA is establishing a senior-level Identity Governance (IGA) Strategic Overlay role to accelerate net-new logo IGA growth across the United States.

This role operates as a Strategic Co-Pilot to Account Executives (AEs), enhancing how we sell IGA without assuming ownership of accounts or opportunities.

The IGA Strategic Overlay partners alongside the AE to elevate discovery, strengthen solution positioning, bridge business problems to technical architecture, and materially improve win rates in competitive cycles.

This role exists to:
• Shorten the IGA learning curve across the field
• Prevent commoditization of IGA opportunities
• Improve deal quality and positioning
• Increase net-new logo IGA penetration
• This is a fully remote U.S.-based role supporting multiple segments nationally.

Principal Responsibilities
• Engage early in net-new logo pursuits (Stage 0-1) to shape IGA strategy and positioning.
• Lead executive-level IGA discovery and maturity discussions.
• Translate business challenges into clear IGA use cases tied to measurable outcomes.
• Bridge business requirements to technical architecture and implementation realities.
• Elevate sales conversations from product features to business impact.
• Guide Sales Engineering engagement toward solution-led storytelling rather than feature demonstrations.
• Strengthen competitive positioning and differentiation in active cycles.
• Coach Account Executives in real time during deal progression.
• Influence multi-threading strategy and executive alignment without assuming deal ownership.
• Support pipeline growth initiatives in Mid-Market, Commercial, Enterprise, and SLED segments.
• Represent RSA at strategic customer meetings, executive briefings, and industry events related to identity governance.

Essential Requirements
• Deep experience selling or positioning Identity Governance (IGA) solutions.
• Proven track record participating in competitive IGA sales cycles.
• Strong executive presence and ability to engage CIO, CISO, and IT leadership.
• Ability to translate technical capabilities into business value and outcomes.
• Strong understanding of identity architecture, governance frameworks, and compliance drivers.
• Demonstrated ability to influence without formal authority.
• Experience coaching or enabling enterprise sales teams.
• Familiarity with structured enterprise sales methodology (MEDDPICC preferred).
• Experience working across multiple segments (Enterprise, Mid-Market, Commercial, SLED).

Preferred Requirements
• Experience in IAM, cybersecurity, or enterprise SaaS environments.
• Background in hybrid (cloud + on-prem) identity environments.
• Experience supporting national or multi-segment field teams.
• Bachelor's degree or equivalent experience.

Work Conditions
• Approximately 50 percent travel for customer meetings, onsite reviews, and events

Pay Range (On Target Earnings) $270,000 - $310,000

Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition, RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off, health, disability, and life insurance, and a 401(k) retirement plan with company matching contributions.