Account Executive

About Us:
Since our founding in 2004, Identity Automation has focused on intelligently automating provisioning, access, and account management. It’s our mission to securely put control of these crucial tools in the hands of the users who need it most — employees and managers. Our advanced, user-friendly RapidIdentity software is designed to streamline all identity and access management securely, freeing IT resources to pursue strategic opportunities and boosting productivity across the board.

We’ve never stopped improving, making our solutions even more powerful and seamless for organizations of all types and sizes. Today, RapidIdentity is the most powerful and complete IAM platform available, managing millions of identities for more than 675 organizations worldwide. RapidIdentity addresses not only web single sign-on needs, but also fully automated lifecycle management and provisioning for ALL users, integrated privileged access management, delegated identity administration, password management, comprehensive multi-factor authentication, and more.

About the Role:
As a member of the US sales team, the Account Executive will be responsible for growing the commercial sales of Identity Automation’s RapidIdentity product line. The Account Executive will develop, negotiate, and close the sale of complex software and technology-based solutions that address customers’ business requirements. He or she will establish new relationships and partnerships with important corporate and government prospects across the US and will nurture existing customer relationships to expand our footprint. This role will be focused predominantly on driving new business, and measurables include: revenue performance against target, pipeline development, prospect and customer management, sales activity levels, number of customer meetings on a weekly basis, and number of new accounts, etc. 
 
Responsibilities:
  • Exceed revenue targets on an ongoing monthly/quarterly/annual basis.
  • Maintain a pipeline of potential sales deals that is equal to minimum 4 x quota levels.
  • Build Identity Automation’s image and reputation in targeted enterprise accounts.
  • Provide a forecast representing demand in the territory that is accurate and achieved.
  • Generate a detailed opportunity plan for each major deal within the established format.
  • Understand the strengths and weaknesses of the company’s competitors and to use these to maximum advantage to sell the Identity Automation product and deliver real value to customers.
  • Promote sales successes in conjunction with marketing.  This includes development of sales reference sites, case studies and testimonials.
  • Provide consistent and regular communication with other customer touching departments to ensure smooth operation.
  • Represent Identity Automation in a professional manner at all times and to ensure that the company’s interests are a primary focus in all dealings and transactions.

Qualifications:
  •  5-7+ years proven new business sales experience in complex, high value business-to-business enterprise software environment with the ability to find/create/progress/close new business. 
  • The ability to work credibly at all levels including executive board and operational levels.
  • Self-starter who is able to work with minimum supervision and with the demonstrable energy and determination to cold call to generate new business opportunities from the ground up.
  • Has existing usable knowledge and network of partners and accounts, preferably in the high-end of the US market.
  • Strong communication skills, including the ability to understand and communicate and sell the value of the complex technical concepts of a broad solution portfolio at both a Business and an IT level.
  • Ability to articulate and sell the value of a newly combined product portfolio to customers, to partners and to the market in general.
  • Experience of selling security, identity and compliance solutions is strongly preferred.
  • Travel within the United States is expected.

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