Solution: Identity Access Management

Location: Federal/DC

(Xtra Effort relationship with this client's VP of Sales)

Technologies: single vendor platform for cloud, on-prem, and hybrid for multi-factor authentication, access management, and identity governance

Quota: $4m in cross-sell/up sell; plus responsibilities for renewals (also commissionable)

Territory: Federal agencies that are existing customers; with a minority emphasis on attaining new federal agencies as customers

Sales support:

·                 Marketing

·                 Sales Engineering

·                 Sales Development                                       

Company:

• Over 10,500 customers, including over 85% of the Fortune 500 companies. Sample customers include: State Street Bank, Citizens Banks, JP Morgan, Prudential, UPS, Cigna, Comcast, Sony, Northrop Grumman, NY Life, Barclays, State of NY, Brown Bros. Harriman, Sanofi-Aventis, Paychex, Novartis, Loews, Jetblue

·              Global

·              Gartner Magic Quadrant Leader

·              Tier one cyber security company

·              Company Culture: supportive, collaborative, and trusting. The team knows they are among other intelligent, ethical, creative, and energetic professionals who value continuous learning and collective growth. Win as a team, lose as a team.

Compensation and Benefits:

·                 Up to $350k OTE, no cap; 50% salary

·                 Comprehensive benefits and time off, including dental, vision, fertility and maternity support, medical coverage choice, wellness program, flexible spending, LTD, childcare and elder care services

·                 Training and certification reimbursement

Why this company and role are highly sought after:

·                       Technology is recognized as best-in-class, recognized as the best by SC Media three years in a row.

·                       Sales leader has been with the company for 5+ years and originally owned this territory as a best in class, perennial, Presidents Club attendee

·                       The territory is one of the company's largest and most strategic territories globally. 

·                       Less career risk

·                       25% kicker on commission for a multi year deal

·              Selling to existing clients, not cold calling or working a super small patch, awaiting business development for leads (you still need to intelligently hunt into pockets of the enterprise where the company has no footprint)

·              A culture of stability. Leadership is proven in their ability to empower sales team to leverage long term accounts to develop 4x the existing revenue.

·              Consultative sales conversations, helping customers learn how to leverage a platform's comprehensive ability to address the majority of the authentication and identity governance needs

·              Hybrid cloud authentication functionality helps enterprises have required resiliency that cloud IAM pure plays do not offer

·              Superior, proven, and comprehensive integration for easier implementation and faster results

·              Simple pricing for all-inclusive platform options. The pricing is more credible and easier to understand, and include extensive bundled technology relative to MFA, SSO, etc. ... equating to $1m+ deals!

·              Majority of the sales will be from existing customers.

·              Chance to make guaranteed income with renewals, with the opportunity to earn $500k year over year with effective cross selling and upselling

·              A start-up like culture relative to expectations for explosive growth, sharing of best practices, and innovation; but with a safety net of an established and profitable company with favorable brand recognition and over 10,500 customers.  Each associate can earn the right to have voice and influence in shaping the company’s success, including field sales execution

·              Proven track record for advancing sales careers into leadership and executive roles.

 Required Candidate Attributes (they are flexible on candidate location and knowledge of IAM, however, their ideal candidate: "located in the general NYC region, and has the comfort and subject matter familiarity with banking and IAM to immediately be credible talking with our major customer, JPMC")

• Excellent verbal and written presentation skills
• Ability to successfully conduct live demonstrations to clients and stakeholders
• Experience selling $200k+ solutions related to authentication, identity, or access management to Fortune 1000 companies
• Experience consistently reaching/surpassing $1m+ quotas
• Solid track record driving new revenue
• Proven ability in closing large, complex deals within the Identity/Access Management segment
• Proven experience selling to banks
• >$300k W2's
• Advanced knowledge of technical products, vendors and families of technologies
• Ability to prioritize and manage multiple tasks
• Hunter mentality

Desirable Candidate Attributes

• Meddpic experience is highly desirable
• Bachelor's degree