Sales Representative

Imprivata; Waltham (MA); Hybrid; USD 50,000 - 61,000; Full time

Job summary

Imprivata in United States (hybrid role) seeks a Sales Representative to drive SMB Healthcare sales from Austin, TX or Waltham, MA. You will own the full lifecycle, prospect healthcare prospects, and close opportunities, partnering with channel and internal teams.

Ideal candidates have 3+ years as an IC selling IAM/PAM solutions, with a strong capacity to engage senior executives. The role offers a base hourly pay and a substantial annual bonus target, with benefits supporting a hybrid work

Qualifications

• Bachelor's degree required.
• 3+ years of experience as an individual contributor with a proven revenue track record.
• Experience selling PAM or Identity and Access Management solutions to verticals like manufacturing, life sciences, retail, finance, etc.

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 within territory.
• Collaborate with Inside Sales, Sales Ops, Finance, and Operations to book orders.
• Maintain accurate forecasts in Salesforce.com per guidelines.
• Work with Customer Success, Support and Engineering to resolve customer issues.

Skills

Sales experience

IAM PAM

Executive outreach

Team collaboration

Education

Bachelor's degree

Tools

Salesforce

Job description

Ready to join a team that is all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.

We believe work can be more than a job or task-it's a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what's possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results-for your career, your teammates, and our customers.

When you join Imprivata, you embark on a shared journey of ambition and growth. We're committed to building an inclusive workplace where everyone feels valued and supported. If you're looking for a place to match your passion with purpose-and where every day you can make an impact-you'll find it here.

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

Job Summary

The SMB Healthcare Sales Representative will focus on selling the Imprivata's portfolio as an individual contributor. The focus will be on healthcare prospects and tier-3 customers in the assigned geographic region. The Sales Representative is responsible for managing the full lifecycle of the opportunity from creation to managing a forecast and will be measured on their ability to deliver against assigned revenue objectives. This role will prospect, develop sales strategies, and ultimately close opportunities in the pipeline. The Sales Representative will partner regularly with other sales team members and channel partners.

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.

Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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