Sell privileged access management solutions to commercial and SMB healthcare prospects, channel partners, and existing customers. Responsibilities include prospecting, account strategy, complex multi-stakeholder selling, product demonstrations, negotiations, closing new business, quota attainment, forecasting, and Salesforce management. The representative collaborates with sales engineers, SDRs, marketing, customer success, support, finance, and partners to advance opportunities and resolve customer needs.
Ready to join a team that’s 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 focused to join our team for this remote opportunity out of the United States.
Job Summary
The Sales Representative will be responsible for interfacing with commercial and SMB healthcare prospects, and channel partners in their assigned regions, with a focus on our privileged access management solutions (PAM). They will work to identify new business, as well as cross-sell PAS into the existing Imprivata non-PAS customer base. They must be collaborative and effective at utilizing Imprivata resources including, but not limited to, Sales Engineers, Marketing, Sales Dev, etc. Must be skilled in qualifying, demonstrating company products and service solutions, and exhibit history of successfully negotiating, driving across the sales cycle and closing new business opportunities in medium/large commercial accounts/opportunities.
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 $30.29 to $35.10, and an annual target bonus of $63,000 to 73,000. 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. If you have the skills and qualifications as we have described above, we want to hear from you!
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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Imprivata Austin, Texas, USA Office
11402 Bee Caves Rd, Austin, TX, United States, 78738
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