Regional Sales Manager, Fair Warning (Privacy Monitoring)

Description
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.
The FairWarning Sales Manager (West) will be aligned to geographic region(s) and aligned with the regions RSM's (Sales). The FairWarning Sales Manager will responsible for the proactive and reactive pre-sales (Hunting) and post sales (Nurturing) support of our customers' and prospects' requirements for application monitoring of Privacy and Drug Diversion Events. This role will team with the field based regional sales manager (RSM) and will also support customer transactions in our named accounts when needed. In addition to identifying and processing add-on transactions, the FairWarning Sales Manager will be responsible for identifying Sales Accepted leads within their assigned RSM's account base and working / qualifying sales qualified leads in conjunction with the RSM. The FairWarning Sales Manager must be motivated to learn in a very fast paced environment. This is accomplished through partnering with sales representatives and marketing to generate demand and determine customer needs. Activities include assigned account opportunity identification discussions, discovery and related sales activities, inbound lead qualification and executing add-on and upgrade transactions. The FairWarning Sales Manager will be instrumental in driving Imprivata's Monitoring Solutions revenue growth.
Duties and Responsibilities:

• Qualify inbound leads sent to the FairWarning Sales Manager for engagement, including 1st meeting discussions, on-line and phone discussions in addition with established criteria for existing and defined assigned accounts.
• Conduct outbound calling at the direction of RSM's towards defined assigned RSM's accounts, to identify new, add-on and expansion opportunities.
• Manage alongside of RSM the full sales cycle for add-on transactions including qualification, opportunity creation in SFDC, Quote creation, pipeline management and order fulfillment at the request of the RSM.
• Act as the "front line"- knowledge and communication specialist in Privacy and Drug Diversion solutions of all Imprivata sponsored events, promotions and external communications. Work closely with Sales, Marketing, Clinical Specialist, Product Management and Product Marketing.
• Travel and attend relevant trade shows, conferences, and customer onsite engagements.
• Utilizing SFDC, maintain level of metrics to meet activity goals (call volume, email campaigns, product, etc.)
• Handle leads delivered in a timely manner.
• Identify expansion opportunities within defined assigned accounts and pass additional Imprivata Product SQLs to corresponding RSMs and Sales Specialists.
• Team with RSMs to assist in processing add-on transactions in RSM named accounts as needed.

Qualifications:

• Bachelor's degree desired
• Two to five years of B2B prospecting/closing experience preferably within application monitoring or cyber security market. Healthcare privacy monitoring experience preferred.
• Understanding of HIPAA, Patient Privacy and Hospital/Health System landscape.
• Ability to work in a team selling model and understanding of salesforce for forecasting and sales playbook.
• Strong time management, organization and decision-making skills are critical Flexibility, adaptability and self- motivation are essential - a whatever-it-takes mentality is required.
• Ability to map and strategize monitoring capabilities and client needs with overall customer objectives
• Experience working in a co-selling model with technology partners
• Understand the complex selling cycle and apply to sales playbook and process
• Discipline to maintain significant opportunity and transaction volume
• Experience with SFDC preferred

Working Conditions:

• Remote & Indoor office environment. Heavy use of Video meeting discussion tools. Comfortable presenting and hosting numerous daily online meetings.

Physical Requirements:

• This role is regularly required to walk, climb stairs, stand, sit, talk, hear, and use hands and fingers to operate a computer and telephone.

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.
Please keep in mind that all Imprivata open positions are posted on our careers page , which is the only way to apply for prospective employment at our company. We only contact candidates regarding their applications via @imprivata.com email addresses. For more information on how to remain vigilant about your personal security and privacy, you may refer to the FTC resources on Scams here and resources on Identity Theft and Online Security here .
For more information about online scams, you may access the FBI Internet Crime resource page here . If you would like to report a scam, you may file an IC3 complaint with the FBI here.
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