Note: The job is a remote job and is open to candidates in USA. Identity Fusion delivers identity security, Identity and Access Management, managed services, and modern cybersecurity solutions to enterprises. The Account Executive will originate, develop, and close complex enterprise opportunities across North America while owning pipeline generation, executive engagement, strategic pursuits, partner development, and revenue attainment.
Responsibilities
- Personally originate, qualify, develop, and close enterprise sales opportunities across North America
- Carry and consistently achieve or exceed an individual sales quota tied to bookings, revenue, and pipeline objectives
- Build a sustainable pipeline through personal networking, targeted outbound activity, referrals, industry relationships, executive introductions, conferences, and partner-generated opportunities
- Lead strategic pursuits from initial discovery and qualification through solution development, proposal, negotiation, and contract execution
- Maintain direct ownership of the company’s largest and most strategic opportunities until additional sales resources are hired and appropriately transitioned
- Sell Identity Fusion’s full portfolio of consulting services, implementation services, advisory services, managed services, and software partner solutions
- Develop account strategies that address customer business objectives, security priorities, regulatory pressures, operational risks, and identity modernization requirements
- Maintain accurate opportunity, pipeline, forecasting, and customer activity information within the company’s CRM platform
- Build and maintain trusted relationships with CIOs, CISOs, Chief Risk Officers, IAM leaders, cybersecurity executives, procurement leaders, and other senior stakeholders
- Serve as a credible business advisor who can translate identity and cybersecurity challenges into business, operational, financial, and risk-management outcomes
- Engage executive sponsors throughout the sales process and maintain strong relationships after contract execution
- Expand existing customer relationships by identifying additional consulting, implementation, managed service, and software opportunities
- Work closely with delivery and customer leadership to ensure account growth is built upon customer value, successful outcomes, and long-term trust
- Represent Identity Fusion at customer meetings, executive briefings, industry conferences, partner events, and other strategic market activities
- Lead complex enterprise pursuits involving multiple stakeholders, technical requirements, procurement processes, partner relationships, and extended sales cycles
- Coordinate with solution architects, delivery leaders, vendor partners, and executive management to develop compelling and achievable customer solutions
- Support the development of proposals, statements of work, pricing strategies, executive presentations, and contract negotiations
- Understand customer buying processes, funding cycles, decision criteria, competitive alternatives, and organizational priorities
- Maintain momentum throughout lengthy sales cycles and establish clear next steps, decision points, and mutual action plans
- Provide market intelligence, competitive information, and customer feedback to the CRO and executive leadership team
- Develop relationships with technology vendors, advisory firms, integrators, resellers, cloud providers, and strategic alliance partners that can produce immediate sales opportunities
- Create joint account plans and coordinated pursuit strategies with selected partners
- Identify opportunities where Identity Fusion can support vendor implementation, modernization, migration, advisory, or managed service requirements
- Develop referral relationships with organizations and individuals that have access to enterprise IAM and cybersecurity decision-makers
- Ensure partner relationships are measured by qualified opportunities and revenue contribution rather than activity alone
- Establish a visible and credible presence within the identity security, IAM, cybersecurity, and digital transformation markets
- Participate in industry conferences, customer events, executive forums, webinars, and networking activities
- Use professional relationships, market knowledge, and thought leadership to initiate conversations with prospective customers
- Travel as necessary for customer meetings, conferences, partner sessions, and strategic pursuits
- Collaborate with Marketing to support targeted campaigns, executive outreach, events, content, and account-based marketing initiatives
Skills
- Five or more years of successful enterprise sales experience within cybersecurity, Identity and Access Management, technology consulting, managed services, or related markets
- A demonstrated record of personally originating and closing complex enterprise opportunities
- Experience carrying and achieving a significant individual sales quota
- Established relationships with enterprise CIOs, CISOs, IAM executives, cybersecurity leaders, technology vendors, and industry partners
- Strong understanding of complex enterprise sales cycles, consultative selling, value-based selling, and solution-oriented sales methodologies
- Demonstrated ability to build pipeline through direct networking, outbound activity, referrals, partners, and executive relationships
- Experience selling professional services, consulting services, implementation services, managed services, or enterprise software solutions
- Ability to lead opportunities involving multiple internal and external stakeholders, lengthy decision cycles, formal procurement processes, and complex contractual requirements
- Strong executive communication, presentation, negotiation, and relationship-development skills
- Experience developing proposals, pricing strategies, account plans, pursuit strategies, and revenue forecasts
- Ability to operate independently, maintain disciplined sales activity, and remain accountable for measurable revenue results
- Experience selling Identity and Access Management, identity governance, customer identity, privileged access management, authentication, authorization, identity orchestration, or identity security solutions
- Experience selling a combination of consulting services, managed services, and software partner solutions
- Existing relationships within enterprise IAM, cybersecurity, financial services, healthcare, insurance, government, critical infrastructure, or other regulated industries
- Experience working with software vendors, cloud providers, systems integrators, MSSPs, VARs, and strategic alliance partners
- Experience supporting vendor-led implementation opportunities and jointly pursuing enterprise accounts
- Familiarity with identity modernization, Zero Trust, cloud security, regulatory compliance, cyber-risk reduction, and enterprise transformation programs
- Prior experience working directly with a CRO, CEO, or senior executive leadership team in a growth-oriented organization
- Willingness and ability to travel for customer meetings, conferences, partner events, and strategic pursuits
Benefits
- Performance-based commission structure aligned with individual sales results
- Annual performance bonuses
- Management-by-objective participation
- Equity grants
- Other company-sponsored reward programs
- Flexible remote work environment
- Comprehensive medical, dental, and vision coverage
- Life and disability insurance
- Paid holidays
- Flexible paid time off
Company Overview