Sales Representative - SMB Commercial

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 Sales Representative-SMB Commercial to join our team. This is a remote opportunity from anywhere within the United States, the ideal candidate would be located in the central or eastern US.
Job Summary
The Sales Representative will focus on Enterprise Access Management (EAM) solutions as part of the SMB Commercial sales team. The role will concentrate on emerging market (non-healthcare) accounts below 4K employees in a specified US geography. The Sales Representative is responsible for selling Imprivata's EAM solution to existing customers and new prospects. This role will manage the full lifecycle of the opportunity from creation to managing a forecast and will deliver against assigned revenue objectives. The SMB Commercial sales manager will be responsible for prospecting, qualifying leads, developing sales strategies, and ultimately closing opportunities to meet and/or exceed quota.
Duties and Responsibilities

• Design and implement a go to market strategy including but not limited to the following: cold calls into target accounts, inbound lead management, customer presentations through the web, reseller engagement, partnering with local and field sales resources, engaging with SDR (Sales Dev Rep) and identifying marketing campaigns.
• Efficiently and effectively follow-up on all opportunities generated by marketing campaigns and self-generated leads.
• Consistently meet or exceed assigned monthly, quarterly, and annual quota.
• Manage and grow existing pipeline.
• Manage reseller relationships to maximize Imprivata and partner productivity.
• Document and maintain accurate account information and all interactions with customers and prospects in CRM database Salesforce and Clari.
• Keep abreast of all product functionality in order to communicate technical information and perform effective Zoom product demonstrations.
• Maintain accurate pipeline and sales forecast in CRM database
• Work closely with dedicated SDR on account utilization and expansion strategy.
• Provide feedback to product management and marketing on competitive wins and losses and requirements in the market.
• Travel up to 25%.
• Other duties as assigned and required.

Required Qualifications

• Bachelor's Degree required.
• 3+ years' experience selling product and service solutions in the software/computer industry desired.
• Proven track record of selling to IT and senior executives of small to mid-size companies. Ability to efficiently qualify inbound leads and generate incremental leads through strategic cold calling and marketing campaigns.
• Ability to develop trust relationships with prospects and customers.
• Ability to support and manage resellers and other channel partners.
• Technology fluency in order to demonstrate and answer questions regarding our products.
• Excellent written and verbal communication skills as well as phone, inquiry and presentation skills.
• Professional selling strategies and processes, consultative selling strategies.
• Solid time management and organizational discipline.
• Ability to develop relationships with prospects, customers, and partners.
• Familiarity with sales automation tools such as salesforce.com, Salesloft, ZoomInfo and Allego
• Proficient in Microsoft Office Products such as Word, Excel, PowerPoint, and Outlook

This position offers an hourly range of $27.40 to $36.06, and an annual target bonus of $57,000.00 to $75,000.00. 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.
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