Strategic Account Executive – (AAG) West

1. Go-to-Market Strategy:

• Collaborate with internal stakeholders to craft and execute the overall sales strategy for the Converged Identity 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 as well as drive growth.

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-term 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 toward higher ARR.
• 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, 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

• Must be physically located in the West Coast - United States
• Proven experience in sales, ideally in the Application Access Governance or related technology space.
• Highly Preferred – 4+ years of experience with managing Segregation of Duties
• Highly Preferred – Strong understanding of risk and controls as well as overall compliance with regulations such as GDPR, Sarbanes-Oxley, Etc.
• Highly Preferred – knowledge of the security model of key ERP, EHR, CRM applications such as SAP ECC, SAP S/4HANA, SAP BTP, Oracle EBS, Workday, EPIC, Salesforce etc.
• Demonstrated ability to lead complex sales 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 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).