Own regional quota by selling Imprivata IAM and security solutions to medium/large hospitals, university clinics and channel partners. Develop account strategies, lead complex multi-stakeholder sales cycles, partner with internal teams (SDR, ISR, SE, Customer Success), maintain forecasts and CRM data, and close new business while expanding existing accounts.
Ready to join a team that’s all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.
We believe work can be more than a job or task—it’s a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what’s possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results—for your career, your teammates, and our customers.
When you join Imprivata, you embark on a shared journey of ambition and growth. We’re committed to building an inclusive workplace where everyone feels valued and supported. If you’re looking for a place to match your passion with purpose—and where every day you can make an impact—you’ll find it here.
We are seeking a Regional Sales Manager to join our team. This is a remote opportunity out of Germany.
Job Summary
The Regional Sales manager will be responsible for interfacing with medium-sized and large hospitals, as well as university clinics and channel partners in their assigned regions. The role will work with the inside sales team members as they will share accounts and regional quotas. They will partner to identify new business, support existing customers in optimizing the solutions they have
invested in as well as look for opportunities to expand. They must be collaborative and effective at
utilizing Imprivata resources including, but not limited to, Systems Engineers, Marketing, Biz Dev, etc.
Must be skilled in qualifying, demonstrating company products and service solutions, and exhibit through past history successfully negotiating, driving across the sales cycle and closing new business
opportunities in medium/large accounts/opportunities.
Duties and Responsibilities
- Achieve and consistently exceed assigned regional sales targets. Target and gain access to decision-makers in key prospect accounts and channel partners.
- Develop and execute account strategy for major accounts and opportunities as per territory assignment.
- Lead complex sales cycles involving multiple stakeholders, including selling experience to multiple buyers: IT leadership, end user management, and Security Officers. CIO, CMIO, CMO, CNO and CSIO’s. Finance and Business Office.
- Work cooperatively with Imprivata partners to leverage their established account presence and relationships.
- Manage demonstration and evaluation activities with the help of the SDR, ISR and SE team
- Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com and Clari.
- Maintain accurate forecasts in Salesforce.com per company guidelines.
- Partner with internal teams such as Inside Sales, Sales Operations, Finance, and Operations to ensure efficient deal execution and accurate order processing.
- Work collaboratively with Customer Success Managers, Support and Engineering to mobilise the right resources and resolve customer issues.
- Other duties as assigned and required.
Required Qualifications
- Bachelor’s Degree or equivalent combination of education and experience.
- 10+ years’ experience selling as an individual contributor with a proven track record.
- Experience selling Identity and Access Management solutions, cybersecurity or complex enterprise technology, preferably selling to technology partners (resellers) and target verticals like manufacturing, life science, retail, finance, etc.
- Experienced in partnering with inside sales resources and working as part of a team to achieve mutual goals.
- Able to engage and influence senior executives and C-level stakeholders.
- Highly effective presentation, negotiation and closing skills.
- Excellent oral and written communication skills.
- Strong time management, organizational and decision-making skills.
- Ability to work independently and work collaboratively within a team environment.
- Proactive, self-motivated and results-oriented, with a collaborative mindset.
- Located in the region of the assigned territory.
- Ability to travel up to 50% in the assigned territory.
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.
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Healthtech • Information Technology • Security • Software • Cybersecurity
Manage and grow Imprivata’s channel partner network across Germany and international markets. Responsibilities include recruiting and enabling new partners, developing business plans, conducting business reviews, delivering sales and technical training, supporting regional sales managers, and achieving revenue targets. The role focuses on IT security, identity and access management solutions, partner performance, executive stakeholder engagement, and customer and partner development, with travel up to 25% of the time.
Top Skills:
Identity And Access Management (Iam)It SecurityMobility Solutions
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