Sr. Regional Sales Manager

Duties and Responsibilities

Consistently exceed annual booking and revenue quota targets while maintaining accurate pipeline management and forecasting in Salesforce.com and Clari.
Develop and execute comprehensive territory and account strategies focused on strategic enterprise healthcare organizations across the Western U.S.
Build executive-level relationships with C-suite and senior healthcare leaders including CIOs, CISOs, CMIOs, CNIOs, CFOs, COOs, clinical leadership, and business stakeholders.
Lead highly complex, multi-stakeholder sales cycles from prospecting through contract negotiation and close.
Identify and cultivate new business opportunities while expanding strategic relationships within existing customer accounts.
Serve as the executive sales lead for large enterprise opportunities, coordinating internal resources throughout the sales process.
Partner with Solution Engineering to develop customized demonstrations, proof-of-concepts, and solution evaluations aligned with customer business objectives.
Collaborate with Customer Success, Professional Services, Marketing, Product Management, and Channel Partners to drive customer adoption, expansion, and retention.
Develop executive business cases and ROI-driven value propositions that align Imprivata solutions with customer strategic initiatives.
Maintain detailed opportunity, account, and forecast information within Salesforce.com and Clari in accordance with company standards.
Provide market intelligence, competitive insights, and customer feedback to sales leadership and product management.
Mentor less experienced sales professionals through leadership by example, sharing best practices in enterprise selling, account planning, and executive engagement.
Other duties as assigned and required.
Required Qualifications

Bachelor's Degree or equivalent combination of education and experience.
12+ years of successful enterprise technology sales experience, with at least 8 years selling complex healthcare IT or cybersecurity solutions.
Demonstrated track record of consistently exceeding annual quota in enterprise healthcare sales environments.
Extensive experience managing complex, multi-million-dollar sales opportunities involving lengthy enterprise buying cycles.
Proven success selling to executive healthcare leadership including C-suite decision-makers.
Strong understanding of healthcare IT, cybersecurity, identity management, clinical workflows, and digital transformation initiatives.
Exceptional executive communication, presentation, negotiation, and consultative selling skills.
Demonstrated ability to develop strategic territory plans and execute against long-term business objectives.
Strong business acumen with experience developing ROI and value-based selling strategies.
Highly organized with exceptional time management and forecasting discipline.
Ability to work independently while effectively leading cross-functional internal teams.
Located within the assigned territory.

This position offers a total compensation range of $320,000.00 to $380,000.00 (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.

Skills Required
Bachelor's degree or equivalent combination of education and experience.
12+ years of successful enterprise technology sales experience.
At least 8 years selling complex healthcare IT or cybersecurity solutions.
Proven track record of consistently exceeding annual quota in enterprise healthcare sales.
Experience managing complex, multi-million-dollar sales opportunities with lengthy enterprise buying cycles.
Proven success selling to executive healthcare leadership (C-suite).
Strong understanding of healthcare IT, cybersecurity, and identity management.
Exceptional executive communication, presentation, negotiation, and consultative selling skills.
Ability to develop and execute strategic territory and account plans.
Experience developing ROI and value-based selling strategies.
Highly organized with strong time management and forecasting discipline.
Ability to work independently while leading cross-functional internal teams.
Maintain accurate pipeline and forecasting in Salesforce.com and Clari.
Located within the assigned territory.