Account Executive

Summary

Join IDMWORKS, an award-winning IAM solutions firm, as a sales professional responsible for driving revenue within a specified territory (OH, DE, MD, WVA, VA, & PA). You will coordinate all revenue-generating activities, identify new opportunities, and develop compelling sales propositions. Success requires proven above-quota performance in direct sales within the IAM domain, experience in coordinating matrix-based organizations, and building strong customer relationships. The role demands expertise in Identity and Access Management and involves managing a sales pipeline, updating CRM systems, and acting as the primary customer contact. This position requires up to 50% travel and close proximity to a major airport within the assigned territory.

Requirements

• Direct sales experience with an expertise in one or multiple domains of Identity and Access Management including, but not limited to, Identity Lifecycle Management, Identity Governance, Certification and Attestation, Privileged Access Management, Workforce Access Management, and Consumer Identity Access Management
• Proven above quota performance in a direct sales capacity in one or more of the Identity Management domains listed above
• Experience in coordinating matrix-based organizations to effectively address customer business problems and generate new sales opportunities
• Ability to build long-term relationships with customers demonstrated by closed opportunities, follow-on engagements and renewals
• Act in a leadership capacity for team members within the assigned territory
• Experience in maintaining many parallel initiatives across several different clients and partners
• Reside within the territory (OH, DE, MD, WVA, VA, & PA) with close proximity to a major airport
• Willing to travel as required (up to 50%)

Responsibilities

• Coordinate all revenue creating activity (opportunity identification, progression, and close) within the assigned geography including, but not limited to, IDMWORKS full suite of offerings
• Understand the value of IDMWORKS offerings to aggressively identify new opportunities and act upon previously identified opportunities to develop compelling sales value propositions for the prospective customers
• Work in partnership with IDMWORKS sales leadership and marketing to develop Territory Development Plans for the assigned territory
• Manage the IDMWORKS Sales Methodology within the assigned geography to ensure an appropriate perspective on current leads, contacts, accounts, opportunities, and associated status, information, and forecasting metrics
• Develop and maintain an appropriate pipeline of current opportunities to ensure a consistent performance against quarterly pipeline generation and closed opportunity expectations
• Update CRM with all appropriate information ensuring accuracy
• Understand the IDMWORKS story, including the value proposition, history, and offerings to effectively align services to customer’s requirements
• Assist in the development of solutions to customer business problems by understanding the underlying business issues and working with the correct team within IDMWORKS to address those issues
• Act as the primary point of contact for customers and prospects within the assigned geography, and provide leadership within IDMWORKS to coordinate internal resources to meet the customer requirements
• Maintain an appropriate level of industry knowledge and third party software knowledge to serve as a consultative expert in the IDMWORKS market space
• Maintain a level of competitive knowledge to differentiate the IDMWORKS business from industry peers and minimize competitive losses
• Participate in IDMWORKS marketing events and activities to ensure proper coverage
• Other duties as assigned
• Perform quality work within deadlines with or without direct supervision
• Interact professionally with other employees, customers and suppliers
• Work effectively as a team contributor on all assignments
• Work independently while understanding the necessity for communicating and coordinating work efforts with other employees and organizations
• Maintain accurate information related to all facets of the IDMWORKS sales methodology and reporting expectations, including but not limited to CRM and other required reporting

Preferred Qualifications

This is an existing territory and having a strong network within the IAM industry is needed to be successful in this role