Identity Governance Field Leader

rsa-security; United States; Remote; USD 270,000 - 310,000; Full time

Job summary

RSA Security is seeking an Identity Governance Field Leader to accelerate net-new IGA growth across the United States. The role acts as a Strategic Co-Pilot to Account Executives, elevating discovery, solution positioning, and business-value storytelling without owning accounts. Expect remote work from anywhere in the U.S.

with travel to customer meetings and events. Responsibilities include leading executive-level IGA discussions, translating business challenges into use cases, and guiding

Qualifications

• Deep experience selling Identity Governance (IGA) solutions.
• Proven track record in competitive IGA sales cycles.
• Strong executive presence with CIO/CISO and IT leadership.
• Translate technical capabilities into measurable business value.
• Solid understanding of identity architecture and governance drivers.
• Ability to influence without formal authority.
• Experience coaching enterprise sales teams.
• Familiarity with MEDDPICC and enterprise sales methodologies.
• Experience across Enterprise, Mid-Market, Commercial, and SLED segments.

Responsibilities

• Engage early in net-new logo pursuits to shape IGA strategy and positioning.
• Lead executive-level IGA discovery and maturity discussions.
• Translate business challenges into clear IGA use cases with outcomes.
• Bridge business requirements to technical architecture and implementation realities.
• Elevate sales conversations from features to business impact.
• Coach Sales Engineering toward solution-led storytelling, not demonstrations.
• Strengthen competitive positioning and differentiation in cycles.
• Influence multi-threading strategy and executive alignment without owning deals.
• Support pipeline growth across Mid-Market, Commercial, Enterprise and SLED.
• Represent RSA at strategic customer meetings and industry events.

Skills

IGA expertise

Competitive IGA sales

Executive presence

Business value articulation

Identity architecture knowledge

Influence without authority

Sales coaching

MEDDPICC

Multi-segment experience

Education

Bachelor’s degree or equivalent experience

Tools

MEDDPICC

Job description

Identity Governance Field Leader

US and Canada territory

RSA provides trusted identity and access managementfor 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSAspecializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises,RSAconnects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to rsa.com.

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

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact [e-mail].

All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.

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.