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.
The Sales Representative will manage relationships with gaming customers, prospects, and channel partners across assigned U.S. territories, with responsibility for positioning and selling Imprivata’s full portfolio of solutions. This role will drive new business, help existing customers maximize the value of their investments, and identify opportunities for account expansion.
Success in this position requires a collaborative, resourceful approach and the ability to effectively leverage internal partners, including Sales Engineering, Marketing, Sales Development, and other cross-functional teams. The ideal candidate will have a proven track record of qualifying, presenting, and demonstrating technology solutions; managing complex sales cycles; negotiating effectively; and closing new business with medium-to-large commercial accounts.
- Exceed regional booking quota targets.
- Target and gain access to decision-makers in key prospect accounts and channel partners.
- Develop and execute account strategy for major accounts and opportunities as per territory assignment.
- Complex selling experience to multiple buyers: IT leadership, end user management, and Security Officers. CIO, CMIO, CMO, CNO 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.com 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.
Qualifications
- Bachelor’s degree.
- 3+ years’ experience selling as an individual contributor with a proven track record.
- Experience selling PAM or 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 calling at the senior executive level.
- Highly effective presentation, negotiation and closing skills.
- Excellent oral and written communication skills.
- Strong time management, organizational and decision-making skills.
- Ability to work independently and as work collaboratively in a team environment.
- Dynamic, high-energy, and is a self-starter.
- Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company.
Imprivata Waltham, Massachusetts, USA Office
480 Totten Pond Rd, Waltham, MA, United States, 02451
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