Sales Representative

Come join a winning team! Here at Imprivata, you’ll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.

While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.

We are seeking a Sales Representative to join our team. This is a hybrid opportunity based out of our Waltham, MA office.

Job Summary

The Sales Representative will focus on Imprivata’s Enterprise Access Management solution as an individual contributor, part of the SMB Healthcare Sales team. The focus will be on healthcare customers and prospects in the assigned geographic region. The Sales Representative is responsible for managing the full lifecycle of the opportunity from creation to managing a forecast and will be measured on their ability to deliver against assigned revenue objectives. They must be able to prospect, develop sales strategies, and ultimately close opportunities in their pipeline. To be successful, they must interact with other sales team members and channel partners. This resource's success will be instrumental to Imprivata's ability to meet our growth objectives, and a track record of sales success is expected.

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 dedicated CSM 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. 
• Keep abreast of all product functionality in order to communicate technical information and perform effective Zoom product demonstrations. 
• Meet or exceed daily activity metrics including call volume, connections and sales milestones tracked. 
• Maintain accurate pipeline and sales forecast in CRM database 
• Work closely with assigned CSM on account utilization and expansion strategy. 
• Work closely with assigned sales development representative to align on territory prospecting strategy and account development. 
• Provide feedback to product management and marketing on competitive wins and losses and requirements in the market. 

Required Qualifications

• Bachelor’s Degree or equivalent in years of experience. 
• 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. 
• Strong written and verbal communication skills. 
• Professional selling strategies and processes, consultative selling strategies. 
• Excellent phone, inquiry, and presentation skills. 
• Strong 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 a total compensation range of $140,000.00 to $150,000.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). 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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