Solutions Engineer - Northeast at Imprivata

Job description

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 Solutions Engineer to join our team. This is a remote opportunity with a preference toward candidates located in the Northeastern US (NY, MA, VT, NH, RI, PA, MD, CT, ME). Job Summary The Solutions Engineer (SE) is part of the Imprivata Solutions Engineering organization and operates as a highly skilled technical resource who is involved in all aspects of the sales cycle. This position is assigned a territory and works directly with Imprivata’s Sales Representatives and Channel Partners to understand prospective and existing customers’ technical and end user workflow requirements for new and add-on sales opportunities. The SE demonstrates the appropriate Imprivata product features and workflows in the form of customized product demonstrations and proof-of-concept (POC) evaluations. The SE also educates customers on Imprivata’s professional and managed services offerings and develops statements of work (SOWs) for services engagements. This position works out of their home office and is expected to travel throughout their assigned region to provide the necessary pre-sales technical support to close new opportunities in an efficient and effective manner. Duties and Responsibilities • Conduct pre-meeting discovery sessions with customer stakeholders to understand key technology, business and end user workflow requirements. • Develop and present appropriate Imprivata solutions and implementation best practices in the form of customized presentations and demonstrations. • Articulate business value of solution capabilities to C-level as well as technical audiences. • Develop proposals and key success criteria for proof-of-concept (PoC) evaluations. • Deliver and manage proof-of-concept (PoC) evaluations. • Develop estimates, proposals and statements of work for professional and managed services engagements. • Maintain proficiency with solution(s) as they evolve and compare to competitive landscape. • In collaboration with assigned Imprivata Sales Representatives, achieve strategic company objectives and territory revenue goals. • Provide key enablement services to channel partners and assist them in selling and supporting Imprivata’s products and services. • Provide trade show and demonstration support for marketing events. • Research, compose, and deliver responses to RFI/RFPs and security questionnaires. • Transition accounts post sale to Imprivata’s Professional and Managed Services teams. • Frequent travel is expected and required (up to 50%). • Other duties as assigned and required. Required Qualifications • B.S. in Computer Science Engineering, or a related technical discipline is desired. • 5+ years relevant solutions engineering, consulting, or system integration experience with one or more vendors or Value-Added Resellers (VARs) in the healthcare IT industry. • Excellent verbal and written communication skills are essential. • Experience staging and delivering technical demonstrations and proof-of-concept evaluations. • Experience supporting multiple sales/account teams. • Experience discussing, scoping, and estimating professional and managed services. • Ability to work independently and collaboratively in a team environment. Desired Qualifications • Residence within an hour’s commute to an airport, servicing major commercial airlines, is highly preferred • Microsoft Windows, macOS, thin clients, and application virtualization technologies (Citrix, Omnissa/VMware, Microsoft Remote Desktop Services, Azure Virtual Desktop). • Enterprise identity and access management technologies, including Active Directory, Microsoft Entra ID, Single Sign-On (SSO), Multi-Factor Authentication (MFA), identity providers (IdPs), remote access, and authentication standards such as OIDC, SAML, and LDAPS. • Enterprise networking and security technologies, including HTTPS, SMTP, VPNs, cloud security, Shadow IT monitoring, ITDR, adaptive authentication, biometric authentication, FIDO2/passkeys, and security frameworks such as NIST. • Cloud infrastructure and SaaS platforms, including Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP). • Healthcare applications such as Epic (preferred), Oracle Health/Cerner, or MEDITECH. • Mobile device management (MDM/MAM) solutions, including administration of corporate iOS and Android devices; experience with Imprivata MAM (GroundControl) is a plus. • Scripting and integration technologies, including Python, PowerShell, VBScript, REST/SOAP APIs, and SDKs. • Imprivata Enterprise Access Management Cloud or similar SaaS-based identity platforms. • CISSP or other relevant cybersecurity or cloud security certifications. This position offers a total compensation range of $141,000.00 to $177,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata’s benefit offerings can be found here. This range represents the high and low end of Imprivata’s compensation range for this position. Actual compensation 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. #LI-Remote #LI-ML1

Requirements

Must-haves

We are seeking a Solutions Engineer to join our team. This is a remote opportunity with a preference toward candidates located in the Northeastern US (NY, MA, VT, NH, RI, PA, MD, CT, ME).
Duties and Responsibilities
Conduct pre-meeting discovery sessions with customer stakeholders to understand key technology, business and end user workflow requirements.
Develop and present appropriate Imprivata solutions and implementation best practices in the form of customized presentations and demonstrations.
Articulate business value of solution capabilities to C-level as well as technical audiences.
Develop proposals and key success criteria for proof-of-concept (PoC) evaluations.
Deliver and manage proof-of-concept (PoC) evaluations.
Develop estimates, proposals and statements of work for professional and managed services engagements.
Maintain proficiency with solution(s) as they evolve and compare to competitive landscape.
In collaboration with assigned Imprivata Sales Representatives, achieve strategic company objectives and territory revenue goals.
Provide key enablement services to channel partners and assist them in selling and supporting Imprivata’s products and services.
Provide trade show and demonstration support for marketing events.
Research, compose, and deliver responses to RFI/RFPs and security questionnaires.
Transition accounts post sale to Imprivata’s Professional and Managed Services teams.
Frequent travel is expected and required (up to 50%).

Nice-to-haves

Residence within an hour’s commute to an airport, servicing major commercial airlines, is highly preferred
Microsoft Windows, macOS, thin clients, and application virtualization technologies (Citrix, Omnissa/VMware, Microsoft Remote Desktop Services, Azure Virtual Desktop).
Cloud infrastructure and SaaS platforms, including Amazon Web Services (AWS), Microsoft Azure, and Google Cloud Platform (GCP).
Healthcare applications such as Epic (preferred), Oracle Health/Cerner, or MEDITECH.
Mobile device management (MDM/MAM) solutions, including administration of corporate iOS and Android devices; experience with Imprivata MAM (GroundControl) is a plus.
Scripting and integration technologies, including Python, PowerShell, VBScript, REST/SOAP APIs, and SDKs.
Imprivata Enterprise Access Management Cloud or similar SaaS-based identity platforms.
CISSP or other relevant cybersecurity or cloud security certifications.
#LI-Remote #LI-ML1

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