IAM Sales Specialist

US-NY-New York
2 months ago(11/10/2017 3:33 PM)
# of Openings


Focal Point Data Risk is a new type of risk management firm, one that delivers a unified approach to addressing data risk through a unique combination of service offerings. Focal Point has brought together industry-leading expertise in cyber security, identity governance and access management, data privacy and analytics, internal audit, and hands-on training services, giving companies everything they need to plan and develop effective risk and security programs. By integrating these services, we provide our clients with the flexible support they need to protect and leverage data across any part of their organization. Simply put, Focal Point is the next generation of risk management.




The Identity Governance & Access Management Specialist Business Development Manager (“BDM”) is responsible for consistently growing Focal Point Force IAM market presence, market share, and revenue by acquiring new clients and driving account growth across their assigned territory. 


The IAM Specialist BDM is expected to successfully execute the full enterprise project based IAM sales cycle—strategic account planning, researching, prospecting, relationship-building, partnering with software vendors, and opportunity identification, pursuit, and closure, as well as all aspects of account growth.  


In addition to utilizing their existing contacts, the IAM BDM will create and grow new relationships through prospecting, networking, and ongoing outreach.  Hunter vs. a farmer with accounts.


Essential Functions | Responsibilities:

  • Develop and execute a successful territory management strategy and plan to expand Focal Point Forces’ customer base and achieve bookings and revenue targets
  • Develop a thorough understanding of Focal Point Forces’ capabilities, services, value proposition, positioning, selling strategy and process, and competitors
  • Establish productive relationships with key personnel in current and targeted accounts
  • Identify, engage, qualify, develop, and win new clients
  • Manage, support, and grow relationships with existing clients
  • Interact effectively with a broad range of client organizations and executives (IT, Information Security, Finance, Internal Audit, Privacy, Legal, Risk Management, Supply Chain)
  • Research targeted accounts and clients, (using internal and external sources), capture and use the information gathered to drive intel-based outreach and follow-up
  • Proactively coordinate with internal personnel (including subject matter experts, practice/division leadership, Sales management, and Marketing) in order to drive sales cycles, meet objectives and exceed customer expectations
  • Understand industry landscapes and trends that affect customers’ strategic directions and tactical budgets
  • Provide accurate sales pipeline updates and sales forecasts
  • Proactively enter and maintain all appropriate information in Salesforce
  • Complete sales status updates, reports and other administrative deliverables





5-10 years of relevant, successful enterprise sales experience with a strong preference for experience in Identity Governance & Access Management services or software sales.   Including partnering with IAM software vendors: Oracle, SailPoint, Dell, Okta, CyberArk, ForgeRock and DUO. Additional preference for a focus on Information Security sales.


Knowledge | Skills | Abilities:

  • Background in Identity Governance & Access Management project based selling including the following solution areas:
    • Identity Governance – User Provisioning & Access Certifications
    • Access Management – SSO, Federation, MFA, Risk Based Authentication
    • Privileged Account Management
    • Identity-as-a-Service (“IDaaS”)
  • Significant and successful experience in enterprise sales (strategic planning and day to day execution)
  • Ability to take personal ownership of, and achieve, defined monthly, quarterly, and annual goals
  • Strong sense of urgency and ambition
  • Energetic networker and relationship-builder
  • Ability to work with, and effectively coordinate across, an extended internal team
  • Professional written and verbal communication and interpersonal skills
  • Travel required


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