Key Facts

Remote From:

Germany

Full time

Expert & Leadership (>10 years)

English

Hard Skills

Other Skills

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Negotiation
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Decision Making
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Time Management
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Teamwork
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Verbal Communication Skills

Roles & Responsibilities

Bachelor's degree or an equivalent combination of education and experience; 10+ years' experience selling as an individual contributor with a proven track record.
Experience selling Identity and Access Management solutions, preferably to technology partners (resellers) and target verticals such as manufacturing, life sciences, retail, and finance.
Strong collaboration with inside sales and team-based selling; excellent communication, presentation, negotiation and closing skills; ability to work independently and in a team.
Located in the region of the assigned territory and able to travel up to 50%.

Requirements:

Exceed regional booking quota targets and drive new business by targeting decision-makers in key prospect accounts and channel partners; develop and execute account strategies for major opportunities per territory.
Conduct complex, multi-stakeholder engagements with IT leadership, end users, security officers and executives (e.g., CIO/CMIO/CSO, CMO, CNO) across Finance and Business Office.
Collaborate with partners and internal teams (Inside Sales, SE, SDR/ISR, Marketing, Sales Operations) to demonstrate solutions, manage demos/evaluations, and advance opportunities.
Maintain accurate CRM data and forecasts in Salesforce.com/Clari; coordinate ordering and resource alignment with Customer Success, Support, Engineering, Finance; travel up to 50% in territory.

Job description

Description

Come join a winning team! Here at Imprivata, you’ll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.

While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.

We are seeking a Regional Sales Manager (M/W/D) to join our team. This is a remote opportunity based out of Germany.

Job Summary

The Regional Sales manager will be responsible for interfacing with medium-sized and large hospitals, as well as university clinics and channel partners in their assigned regions. The role will work with the inside sales team members as they will share accounts and regional quotas. They will partner to identify new business, support existing customers in optimizing the solutions they have invested in as well as look for opportunities to expand. They must be collaborative and effective at utilizing Imprivata resources including, but not limited to, Systems Engineers, Marketing, Biz Dev, etc. Must be skilled in qualifying, demonstrating company products and service solutions, and exhibit through past history successfully negotiating, driving across the sales cycle and closing new business opportunities in medium/large 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, ISR and SE team
Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com and Clari
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

Required Qualifications

Bachelor’s Degree or equivalent combination of education and experience.
10+ years’ experience selling as an individual contributor with a proven track record.
Experience selling 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.
Located in the region of the assigned territory.
Ability to travel up to 50% in the assigned territory.

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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