Sales Team
IAM Sales Specialist - Enterprise Accounts (Overlay Role)
United States | Remote
About the Role
WSO2 is seeking an experienced IAM Sales Specialist with strong domain expertise to serve as a strategic overlay to our Enterprise Account Executives. This role is responsible for owning the IAM sales quota for all of North America and focuses on driving both new logo acquisition and expansion within existing accounts. This position is centered on serving enterprise accounts, executing targeted sales plays, and delivering measurable business impact through identity and access management solutions. The role supports enterprise sales efforts by applying deep knowledge of IAM frameworks to advance opportunities and drive success across the region. The ideal candidate combines deep knowledge of IAM frameworks, a proven record of success in enterprise sales, and the ability to execute targeted sales plays that deliver measurable business impact.
Key Responsibilities
Technical Leadership:
- Lead the identification of IAM opportunities within prospects and existing customers.
- Partner with Solutions Architects (SAs) to design tailored IAM solutions.
- Partner with SMEs, SAs, and customer success teams to deliver seamless onboarding and align technical outcomes with customer expectations.
Sales Execution and Growth:
- Lead the acquisition, conversion, retention, and growth of prospects and customers in the IAM/CIAM space.
- Own end-to-end pipeline generation, including prospecting, opportunity identification, and closing.
- Drive IAM sales plays (e.g., Zero Trust, CIAM, B2B CIAM) across enterprise accounts.
- Lead strategic account planning sessions to uncover expansion opportunities.
- Proactively identify and drive cross-sell, upsell, and expansion opportunities for IAM solutions.
- Consistently meet or exceed quarterly and annual IAM sales quotas.
Customer Engagement:
- Develop and strengthen executive relationships with CISOs, IT Directors, and procurement leaders to build trust and alignment.
- Conduct deep-dive workshops to educate prospects on WSO2’s IAM capabilities (e.g., SSO, MFA, user management, API security) and business opportunity.
- Support customers through the proposal process, including RFP and RFI responses.
- Drive strategic account planning sessions to uncover and shape new expansion opportunities.
Enablement and Market Insight:
- Collaborate with product marketing to develop battle cards, case studies, and ROI frameworks to accelerate deals.
- Support account managers (AMs) and SAs in expanding their IAM footprint within existing accounts.
- Enable AMs to confidently identify and qualify new IAM opportunities.
- Partner with product teams to share market insights and strengthen WSO2’s IAM positioning.
Qualifications, Skills and Relevant Experience
- 5+ years of enterprise sales experience in IAM, cybersecurity, or SaaS required.
- Proven success selling into Fortune 1000 accounts; quota-carrying experience required.
- Deep understanding of IAM frameworks (e.g., SSO, MFA, RBAC, PAM).
- Ability to translate technical concepts into business value for C-suite audiences.
- Knowledge of the IAM competitive landscape and ability to differentiate against leading providers (Okta, Ping, ForgeRock, Microsoft, etc.).
- Knowledge of current IAM trends, competitor offerings, and evolving customer challenges.
- Skill in educating and enabling sales teams on IAM use cases, industry trends, and objection handling.
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
- Education reimbursement for professional qualifications and courses
- 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.