About the Role
We seek an experienced IAM Sales Specialist with IAM domain expertise to act as a strategic overlay supporting our Enterprise Account Executives (EAEs). This role will own the IAM sales quota for the enterprise account team, driving new logo acquisition and expansion opportunities. The ideal candidate will bring deep expertise in IAM, a proven track record of enterprise sales, and the ability to execute targeted sales plays.
Key Focus
- Collaborate with EAEs to identify, qualify, and close IAM opportunities.
- Work closely with the IAM Solution Architecture SMEs and other Solution Architects.
- Enable the sales team through training and competitive positioning.
- Target candidates from leading IAM providers (e.g., Okta, Microsoft Azure AD, Ping Identity).
Your Key Responsibilities
- Drive IAM sales plays (e.g., Zero Trust, CIAM, B2B CIAM) across enterprise accounts.
- Own end-to-end pipeline generation, including prospecting, opportunity identification, and closing.
- Achieve quarterly/annual IAM sales quotas.
- Identify IAM opportunities within prospects and existing customers.
- Partner with Solutions Architects to design tailored IAM solutions.
- Articulate competitive differentiators against key players (Okta, Ping/ForgeRock, etc.).
- Train EAEs on IAM trends, use cases, and objection handling.
- Work with product marketing to develop battle cards, case studies, and ROI frameworks to accelerate deals.
- Build executive relationships with CISOs, IT Directors, and procurement teams.
- Lead strategic account planning sessions to uncover expansion opportunities.
- Own the acquisition, conversion, retention and growth of prospects and customers in the IAM/CIAM space.
- Proactively identify cross-sell, upsell, and expansion opportunities for IAM and execute on them.
- Assist existing AMs and SAs to grow their IAM footprint.
- Assist with enablement of existing AMs to be able to identify opportunities.
- Conduct deep-dive business/sales workshops to educate prospects on WSO2’s IAM capabilities (e.g., SSO, MFA, user management, API security) and business opportunity.
- Support RFP/RFI responses.
- Stay updated on IAM trends, competitor offerings, and customer pain points.
- Partner with product teams to relay market feedback and improve WSO2’s IAM positioning.
- Work with technical SMEs, solution architects, and customer success teams to ensure seamless onboarding and alignment of technical expectations.
Sales Execution
Technical Leadership
Team Enablement
Customer Engagement
IAM Sales Leadership
Customer Engagement
Market Intelligence
Post-Sales Collaboration
Relevant Experience
- 5+ years of enterprise sales experience in IAM, cybersecurity, or SaaS.
- Deep understanding of IAM frameworks (e.g., SSO, MFA, RBAC, PAM).
- Proven success selling into Fortune 1000 accounts; quota-carrying experience required.
- Ability to translate technical concepts into business value for C-suite audiences.
- Multi language required - Fluency in English, Spanish or French (if you are located in France or Spain).
In addition to a competitive compensation package, WSO2 offers:
- A work culture and environment where we value both hard work AND flexibility.
- Ongoing training, coaching, and mentoring.
- A generous vacation/leave plan that fits your needs.
- Health insurance for you and your family.
- 401K matching.
Diversity Drives Innovation:
We've built our business on a commitment to diversity and inclusion. We believe it's important to foster an environment that values and respects each individual's strengths, perspectives, and ideas. Doing so not only drives innovation; it also ensures that we can create superior experiences for our customers, partners, and employees worldwide. We value the diversity of our team regardless of race, ethnicity, religion, gender, age, national origin, disability, sexual orientation, or veteran or marital status, and we do not tolerate any form of discrimination.