Description
Who They Are: Our client specializes in Identity Access Management and values secure products, self-managed teams, customer collaboration, tech-debt reduction, and collective ownership. They are committed to providing a challenging and rewarding work environment for personal and professional growth.
What You Will Do: In this Technical Sales – IDM/CyberSecurity role, you will identify new opportunities and build the pipeline for Account Executives. Success depends on excellent prospecting, phone, and email skills, assessing opportunities, uncovering business needs, and tracking interactions in CRM. You will need a solid understanding of Identity Management technologies, the ability to build and maintain client relationships, explain product features, and negotiate contracts. You will collaborate with the IAM Director and Delivery Lead on delivery capabilities, marketing materials, and solution positioning. Responsibilities include defining product value propositions, staying informed about industry trends, and developing strategic sales plans. Key tasks include prospecting leads, creating proposals, planning meetings and campaigns, and meeting sales targets.
Key Responsibilities
Sales Positioning:
- Build the client pipeline for IAM implementation and support services.
- Work with IAM Director and Delivery Lead to assess delivery capabilities.
- Design marketing materials for client presentations, conferences, etc.
- Leverage IAM knowledge to position solutions effectively.
- Define and articulate the value proposition of Ping and SailPoint products.
- Stay informed about industry trends and vendor offerings.
- Develop and execute strategic sales plans with management guidance.
- Stay updated on company technology through self-study and training opportunities.
Relationship Building
- Discover, qualify, and contact potential customers.
- Develop and maintain relationships with vendor sales reps and partners.
- Develop and maintain client relationships as a trusted advisor.
- Promote the company's culture, capabilities, and services.
Sales Execution
- Prospect and qualify leads.
- Work with the management team to create proposals and Statements of Work.
- Plan and organize external meetings, campaigns, seminars, and presentations.
- Keep sales tools (CRM, account plans) up to date.
- Prepare and present sales proposals and RFx responses.
- Identify future opportunities with existing clients.
- Identify and grow accounts, understanding customer needs to improve business.
- Meet or exceed sales targets and revenue goals.
Communication / Collaboration
- Maintain clear communication with client decision-makers and stakeholders.
- Regularly report sales activity, pipeline, and forecasts to management.
- Create positive client relationships through timely communication and follow-up.
Technical Expertise
- Understand IAM technologies, protocols, and standards.
- Explain IAM solutions like PingIdentity/ForgeRock and SailPoint to potential clients.
Requirements
Who You Are:
A self-motivated, high-energy, curious and resilient professional with strong organizational and follow up skills who works well in a team environment.
- 5+ years IT-related (product or services) sales experience supporting mid-market to enterprise-level clients.
- Strong sales skill set including lead generation, cold calling, working with CRM systems, cultivating sponsorship and proposals.
- History of consistent success in generating and closing net new business opportunities.
- Excellent communication skills (both spoken and written).
- Develops relationships with C-Level and various stakeholders.
- Strong communicator with great interpersonal skills
- Superior presentation skills
- Willingness to learn and actively participate in sales meetings and activities.
- Business acumen and goal-oriented mindset
- Strong prioritization, time management, and accountability skills.
- Self-starter with a proactive, adaptable, and independent mindset.
- Demonstrated ability to learn new technology or concepts quickly.
- Ability to see and articulate high-level picture of identity use cases.
- Authorized to work and reside in Canada.
- Self-aware
- Growth mindset
Work Environment
- The role will typically work remotely and in the office but may also visit clients, industry, and attend vendor conferences.
This position will remain open until a suitable candidate is selected. If you have the qualifications we are looking for, please submit your resume online today. Please reference # 05000-0012764381 on all communication.
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