Description

We are seeking a Sales Representativeto join our team. This is a hybrid opportunity based out of our Austin, TX or Waltham, MA office.

Job Summary

The Sales Representative will manage relationships with gaming customers, prospects, and channel partners across assigned U.S. territories, with responsibility for positioning and selling Imprivata's full portfolio of solutions. This role will drive new business, help existing customers maximize the value of their investments, and identify opportunities for account expansion.

Success in this position requires a collaborative, resourceful approach and the ability to effectively leverage internal partners, including Sales Engineering, Marketing, Sales Development, and other cross-functional teams. The ideal candidate will have a proven track record of qualifying, presenting, and demonstrating technology solutions; managing complex sales cycles; negotiating effectively; and closing new business with medium-to-large commercial accounts.

Duties and Responsibilities

• Exceed regional booking quota targets.
• Target and gain access to decision-makers in key prospect accounts and channel partners.
• Develop and execute account strategy for major accounts and opportunities as per territory assignment.
• Complex selling experience to multiple buyers: IT leadership, end user management, and Security Officers. CIO, CMIO, CMO, CNO and CSIO's. Finance, and Business Office.
• Work cooperatively with Imprivata partners to leverage their established account presence and relationships.
• Manage demonstration and evaluation activities with the help of the SDR and SE team
• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com
• Maintain accurate forecasts in Salesforce.com per company guidelines.
• Work collaboratively with internal resources such as Inside Sales, Sales Operations, Finance, and Operations to get all orders booked per company guidelines.
• Work collaboratively with Customer Success Managers, Support and Engineering to gain the proper customer resources to resolve customer issues.
• Other duties as assigned and required.

Qualifications

• Bachelor's degree.
• 3+ years' experience selling as an individual contributor with a proven track record.
• Experience selling PAM or Identity and Access Management solutions, preferably selling to technology partners (resellers) and target verticals like manufacturing, life science, retail, finance, etc.
• Experienced in partnering with inside sales resources and working as part of a team to achieve mutual goals.
• Comfortable calling at the senior executive level.
• Highly effective presentation, negotiation and closing skills.
• Excellent oral and written communication skills.
• Strong time management, organizational and decision-making skills.
• Ability to work independently and as work collaboratively in a team environment.
• Dynamic, high-energy, and is a self-starter.
• Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company.

This position offers an hourly range of $35.57 to $44.71, and an annual target bonus of $74,000 to $93,000. In addition, more information about Imprivata's benefit offerings can be found here. This salary range represents the high and low end of Imprivata's salary range for this position. Actual salaries will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.

At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!

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