Strategic 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: 
The Strategic Account Executive is a key member of our sales team with a complex strategic focus on developing and closing new business opportunities within the assigned region of the US. As a Strategic Account Executive you will develop, negotiate, and close the sale of complex software and technology-based solutions that address customers’ business requirements. It is your responsibility to establish new relationships and partnerships with important corporate and government prospects while nurturing 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:
  • On a day-to-day basis you will drive the development of lead pipeline, support the day to day new business requirements of partners in the field and on occasion, to develop and close opportunities.
  • Developing new opportunities and closing new business within your assigned territory.
  • Perform outbound sales activities such as lead follow-up, sales qualifications, and cold calling to support the development of the Sales Pipeline.
  • Maintain a pipeline of potential sales deals that is equal to minimum 4 x quota levels.
  • Develop leads through the sales process to close transactions through phone and screen-sharing technologies.
  • Create and identify new business opportunities by interacting with the existing partner base and providing specialist sales support to help develop and close new sales opportunities.
  • Manage assigned accounts to ensure high customer satisfaction and sales objectives.
  • Ability to exceed revenue targets on an ongoing monthly/quarterly/annual basis.
  • Build Identity Automation’s image and reputation in targeted enterprise accounts.
  • Forecast representing demand in the territory that is accurate and achieved.
  • Generate a detailed opportunity plan for each major deal within the established format.
  • Promote sales success 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.
  • All other tasks, responsibilities and duties as assigned.  

Qualifications:
  • 15+ years of proven strategic software sales experience in complex, high value business-to-business enterprise software environment with the ability to find/create/progress/close new business.
  • 10+ years of experience in selling security, identity and compliance solutions.
  • 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.
  • Travel within the United States is expected.

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