Regional Sales Manager - Commercial - West 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 Regional Sales Manager – Commercial to join our team. This is a remote opportunity based in the United States with candidates preferably residing in the Western United States. Job Summary The Commercial Regional Sales Manager (RSM) will be responsible for interfacing with medium to large customers in non-healthcare verticals, which include, but are not limited to manufacturing/retail/banking and finance/energy/telco/aviation/etc., non-healthcare prospects, and channel partners in their assigned regions. The RSM will partner with internal Sales Development Reps to identify new business and support existing customers in optimizing the solutions they have invested in. This role will also look for opportunities to expand. Duties and Responsibilities • Exceed booking quota targets and maintain accurate forecasts in Salesforce.com, per company guidelines. • Target and gain access to decision-makers in key prospect accounts. • Develop and execute account strategy for major accounts and opportunities as per territory assignment. • Complex selling experience to many buyers: IT leadership, end user management, and Security Officers, CIO,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 and Clari 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 Qualification' • Bachelor’s Degree or equivalent combination of education and experience. • 10+years' experience selling to medium/large commercial accounts 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 and experienced at calling at the senior executive level. • Solid oral and written communication skills, along with effective presentation, negotiation and closing skills. • Exceptional time management, organizational and decision-making skills to work autonomously and collaboratively in a team environment. • Ability to work independently and collaboratively in a team environment. • Dynamic, high-energy, and is a self-starter and possesses the drive to succeed and to participate in the growth of an exciting, fast-paced company. • Located within the region of the assigned territory. This position offers a total compensation range of $210,000.00 to $320,000.00 (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-SF1

Requirements

Must-haves

We are seeking a Regional Sales Manager – Commercial to join our team. This is a remote opportunity based in the United States with candidates preferably residing in the Western United States.
Duties and Responsibilities
Exceed booking quota targets and maintain accurate forecasts in Salesforce.com, per company guidelines.
Target and gain access to decision-makers in key prospect accounts.
Develop and execute account strategy for major accounts and opportunities as per territory assignment.
Complex selling experience to many buyers: IT leadership, end user management, and Security Officers, CIO,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 and Clari 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 Qualification'
Bachelor’s Degree or equivalent combination of education and experience.
10+years' experience selling to medium/large commercial accounts 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 and experienced at calling at the senior executive level.
Solid oral and written communication skills, along with effective presentation, negotiation and closing skills.
Exceptional time management, organizational and decision-making skills to work autonomously and collaboratively in a team environment.
Ability to work independently and collaboratively in a team environment.
Dynamic, high-energy, and is a self-starter and possesses the drive to succeed and to participate in the growth of an exciting, fast-paced company.
Located within the region of the assigned territory.

Nice-to-haves

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