February 24, 2017

Account Manager – Identity & Access Management

Role Summary

In this role, you will be seen as an information security and Identity and Access Management (“IAM”) solutions trusted advisor and will focus on generating new business revenues as well as help protect and grow market share/revenues through the identification and development of new business opportunities involving enterprise business clients.  This position will be viewed as a customer facing IAM specialist role. Through the effective leadership of a multi-disciplined account team, this resource will ensure complete customer satisfaction.

Job Duties/Accountabilities:

  • Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking
  • Identify leads, manage prospects and acquire new business
  • Conducts selling activities on a face-to-face basis
  • Responsible for meeting and exceeding established sales gross profits in a quarterly basis
  • Cultivates effective long-term relationships with key influencers and decision makers
  • Sells to all levels of management, particularly senior levels
  • Develops and presents complex written proposals both self-initiated and in response to customer requests (RFP, RFQ, RFI) which frequently include cost justification, business case content and technical specifications
  • Prepares and conducts formal group presentations at senior management levels of larger clients
  • Builds account plans, based on customer business objectives and future business plans aiding clients in planning their information security long/short term strategies
  • Develops medium and long-term sales strategies with a focus on Managed Security Services and IT Security Products/Professional Services
  • Maintains a high degree of competitive and product knowledge including evolving technology trends across the full range of products and services
  • Establishes and maintains effective entry barriers to competition through strategic product and resource positioning within an account
  • Conducts comprehensive results analysis including wins-losses and develops/executes appropriate actions plans
  • Develops and documents a personal territorial, account and/or sales plan
  • Effectively utilizes and maintains sales tools including CRM
  • Works on an autonomous basis to meet broad job objectives
  • Acts as relationship broker to focus internal/external subject matter experts on customer problem solving for added value to customer and company 

 Essential Skills & Qualifications:

  • Prior, successful experience selling IAM and security solutions to enterprise and public sector
  • Technical selling experience of IAM products (SailPoint, RSA IAM suite, CyberArk, Ping Identity, Okta, CA, Oracle, IBM, etc.)
  • Previous experience selling IAM Managed Services
  • Cold Calling Experience
  • ‘Outside the box’ thinking
  • Able to diagnose customer security needs and propose appropriate solutions
  • Able to relate security solutions to business benefits to progress sales cycles towards closure
  • Strong working knowledge and be able to articulate the value of:
  • Managed Security Services   
  • Security risk management, governance and compliance services
  • IAM consulting and implementation, including security governance

Technical selling experience and relationships within C-Level executives Proven information security knowledge and experience, with ability to suggest complex, solution-driven ideas to deliver business value and apply technology solutions to business needs Previous fostered client relationships Ability to address and resolve roadblocks impacting the close of a sale Ability to manage resources within a matrix organization Ability to navigate politically within a client’s organizationAbility to influence change within a client’s organization and create sales momentum


Position requires approximately 20% travel

How to Apply:

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About Herjavec Group:

Dynamic IT entrepreneur Robert Herjavec founded Herjavec Group in 2003 to provide cybersecurity products and services to enterprise organizations. Herjavec Group delivers SOC 2 Type 2 certified managed security services supported by state-of-the-art PCI compliant, Security Operations Centers, operated 24/7/365 by certified security professionals. This expertise is coupled with leadership positions across a wide range of functions including consulting, professional services and incident response. Herjavec Group has offices globally including across Canada, the United States, and the United Kingdom. For more information, visit www.herjavecgroup.com