Senior Account Executive, Identity and Access Management (Southeast)

IDMWORKS is an award-winning identity and access management (IAM) solutions firm that has been serving a wide range of sectors since its inception in 2004. As a firm that’s purely focused on IAM, IDMWORKS offers a comprehensive range of services designed to enable enterprises to effectively manage, secure and scale employee and customer access to systems, data, and software applications. This specialized service empowers organizations across key industries, including banking and finance, commercial and retail, healthcare, higher education, and government, to ensure secure and efficient access management.

IDMWORKS has been a pioneer in remote-work for 20 years with teams operating across the US, Canada and India. This approach has helped establish themselves as a leader in the field of IAM with their commitment to securing businesses and facilitating seamless interactions between companies, their customers, partners, and employees. This dedication has driven transformative growth in the organizations they serve.

Ready to become an integral member of a tight-knit team of IAM pros with a relentless commitment to delivering amazing customer experiences that create an environment where long-term business partnerships flourish? We anticipate what our customers need, chart a course for their success, and walk alongside them every step of the way. 

Primary Responsibilities:

- Coordinate all revenue creating activity (opportunity identification, progression, and close) in the assigned geography including, but not limited to: IDMWORKS Services, Managed Services and Other IDMWORKS Offering Sales, Third Party Software Resale, Demand Generation and Lead Management, Marketing Activity, Customer Service and Maintenance Renewals, Customer and Partner Relationship Management

- 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.  

- Maintain appropriate information in Salesforce.com Account, Opportunity, Lead and Contact records, including notes, next steps and accurate details

- 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 be seen 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

Basic Qualifications:

·        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, 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

·        The ability to build long term relationships with customers demonstrated by closed opportunities, follow-on engagements and renewals

·        The ability act in a leadership capacity for team members in the assigned territory

·        Experience in maintaining many parallel initiatives across several different clients and partners

 ·   Proven Above Quota performance in a Direct Sales capacity in one or more of the Identity Management domains.

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

General Business Responsibilities:

- 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: Salesforce.com and weekly reporting through Good/Bad reports.

Territory for this position is the SouthEast. All applicants should live in or near Nashville, TN, Atlanta, GA, South Florida, North or South Carolina and be willing to travel in the area for occasional client visits.

IDMWORKS is a forward-thinking company dedicated to providing top-tier identity and access management solutions. Their comprehensive offerings, coupled with their unmatched industry expertise and proven outcomes make them a valuable partner for enterprises needing to enhance their IAM program.

IDMWORKS provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, IDMWORKS will provide reasonable accommodations for qualified individuals with disabilities. If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at care@idmworks.com