Strategic Account Executive (PAM)

Go-to-Market Strategy:

• Collaborate with internal stakeholders to craft and execute the overall sales strategy for the Converged Identity Platform, with explicit focus on the Privilege Access Manager (PAM) 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 Eastern regions of the US.

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.

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.

Training and Development:

• Train and enable field Account Executives, 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.

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.
• Strong understanding of subscription-based business models and how to drive predictable, sustainable growth.
• Demonstrated ability to lead complex Privilege Access Management strategies, drive revenue growth, and scale sales operations.
• 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.