Strategic Account Executive– Privilege Access Management (West/Central US)

1. Go-to-Market Strategy:

• Collaborate with internal stakeholders to craft and execute the overall sales strategy for the Converged Identity Platform, but with a large focus on the Privilege Access Manager portion of the platform, ensuring alignment with business objectives.
• Lead key sales conversations and presentations throughout the customer lifecycle, from prospecting to post-sale, with a focus on maximizing revenue and ensuring customer success.
• Identify market trends, customer needs, and competitive dynamics to adjust sales strategies and drive growth.
• Engage and build relationships with Partners in the region to drive revenue growth and product adoption across the Western and Central regions in the US.

2. Sales Execution:

• Drive profitable subscription revenue growth in alignment with the company’s strategic goals.
• Assess and improve current partnerships, working closely with partners to build strong relationships and optimize sales processes.
• Develop and implement short and long-term partner strategies to establish a predictable and highly metric-driven revenue stream.

3. Scaling & Performance Optimization:

• Propose and implement necessary adjustments to optimize sales performance, ensuring the infrastructure can support growth
• Work with cross-functional teams to refine sales processes, tools, and resources to facilitate business expansion and revenue acceleration.

4. Training and Development:

• Train and enable field Sales Directors, Client Success Managers, and other customer-facing teams on the Converged Identity Platform with a focus on Privilege Access Management, including key business use cases, competitive landscape, and market drivers.
• Develop and deliver sales enablement content, training materials, and best practices to ensure alignment across sales teams.
• Foster a culture of continuous learning, ensuring teams are equipped to effectively sell and support the product offerings.

5. Customer Advocacy & Collaboration:

• Serve as the voice of the customer, ensuring that product development and marketing teams are aligned with customer needs and pain points.
• Collaborate closely with the product, product marketing, and sales teams to develop competitive positioning, increase market awareness, and improve product offerings.
• Act as a trusted advisor to customers, providing insights and recommendations based on industry knowledge and product expertise.

WHAT YOU BRING

• 5 + years of proven experience in sales, ideally in the Privilege Access Management technology space.
• Demonstrated ability to lead complex Privilege Access Management strategies, drive revenue growth, and scale sales operations.
• Strong understanding of subscription-based business models and how to drive predictable, sustainable growth.
• Excellent communication and presentation skills, with the ability to engage both internal stakeholders and external customers effectively.
• Experience selling to enterprise-level customers in a Security focused environment 
• Experience in selling to both Cloud Only or Hybrid environment based Infrastructure. 
• Experience working with cross-functional teams, including product, product marketing, and sales.
• Ability to thrive in a fast-paced, remote work environment and manage multiple priorities simultaneously.
• Strong business acumen, with the ability to analyze market trends and competitor activities.
• Ability to travel as needed (when applicable).
• Experience with Privilege Access Management vendor or Partner with a focus in PAM.
• Familiarity with SaaS business models and subscription revenue strategies.
• Previous experience working in a remote-first organization or managing remote teams.