Job Summary
As a Regional Sales Manager, you will be responsible for developing and executing a territory strategy that generates new business opportunities, expands relationships within existing accounts, and drives revenue growth. Working closely with customers, partners, and internal stakeholders, this role will identify and engage key decision-makers, lead complex sales cycles, deliver compelling value-based presentations, and successfully negotiate and close business opportunities. A critical aspect of this role is maximizing Imprivata’s footprint within established healthcare organizations while leveraging strategic partner relationships to create and accelerate new opportunities. This is an exciting opportunity to drive growth within Imprivata’s existing healthcare customer base and expand our presence across the UK north market.
Duties and Responsibilities
- Consistently achieve and exceed assigned bookings and revenue targets.
- Identify, qualify, and develop new business opportunities within assigned accounts and territory.
- Build and maintain relationships with executive and senior-level stakeholders across clinical, IT, security, and operational functions.
- Develop and execute strategic account plans to drive growth within existing customers and target prospects.
- Lead complex, multi-stakeholder sales cycles involving IT leadership, clinical leadership, security teams, finance, and operational departments.
- Engage and influence key decision-makers, including CIOs, CMIOs, CMOs, CNOs, CISOs/CSIOs, and other executive leaders.
- Collaborate with Imprivata channel and technology partners to leverage existing relationships and accelerate sales opportunities.
- Coordinate product demonstrations, proof-of-concept engagements, and evaluation activities in partnership with the Sales Engineering team.
- Maintain accurate opportunity, pipeline, account, and forecast data within Salesforce in accordance with company standards.
- Provide timely and accurate sales forecasts and business updates to management.
- Work cross-functionally with Sales Operations, Finance, Legal, and Operations teams to ensure efficient deal progression and order processing.
- Partner closely with Customer Success, Support, and Product teams to ensure customer satisfaction, drive adoption, and identify expansion opportunities.
- Represent Imprivata professionally at customer meetings, industry events, and partner engagements.
- Other duties as assigned and required.
Qualifications
- Bachelor’s Degree or equivalent combination of education and experience.
- 10+ years of proven track record of success in enterprise software or healthcare technology sales.
- Experience managing complex sales cycles involving multiple stakeholders and executive-level decision-makers.
- Strong account planning, territory management, and business development skills.
- Demonstrated ability to build trusted relationships and influence senior leaders.
- Experience working with channel partners and indirect sales models.
- Proficiency with Salesforce CRM and sales forecasting methodologies.
- Excellent communication, presentation, negotiation, and closing skills.
- Self-motivated, results-driven, and able to thrive in a fast-paced, collaborative environment.
- Located in the region of the assigned territory.
- Ability to travel in assigned territory up to 50% of the time for client meetings, trade shows and company sponsored events.
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!
Skills Required
- Bachelor's Degree or equivalent combination of education and experience
- 10+ years of proven track record of success in enterprise software or healthcare technology sales
- Experience managing complex sales cycles involving multiple stakeholders and executive-level decision-makers
- Strong account planning, territory management, and business development skills
- Demonstrated ability to build trusted relationships and influence senior leaders
- Experience working with channel partners and indirect sales models
- Proficiency with Salesforce CRM and sales forecasting methodologies
- Excellent communication, presentation, negotiation, and closing skills
- Self-motivated, results-driven, and able to thrive in a fast-paced, collaborative environment
- Ability to travel in assigned territory up to 50% of the time
What the Team is Saying
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Imprivata Compensation & Benefits Highlights
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Healthcare Strength — Medical coverage is bolstered by company funding of half the medical-plan deductible via an HSA or HRA from day one, alongside BCBS plan options, dental/vision, and an EAP. This structure meaningfully reduces out-of-pocket risk while offering broad coverage.
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Parental & Family Support — Up to 12 weeks of 100% paid parental leave and additional paid bonding leave for adoptive, foster, and non-birthing parents are highlighted, complemented by a free Care.com membership. These benefits indicate strong support for a range of caregiving needs.
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Retirement Support — A 401(k) with company match—described as 50% up to 6% and matched each paycheck—and an ESPP are offered. These programs strengthen long-term savings and ownership opportunities.
Imprivata Insights
What We Do
For more than two decades, Imprivata has been redefining how life- and mission-critical industries secure and manage digital identities. We empower healthcare and enterprise organizations to enable fast, compliant, and secure access to technology—allowing clinicians and staff to stay focused on what matters most: patient care and operational excellence. Our digital identity platform is purpose-built for complex environments where every second counts and security can never take a back seat. From authentication and access management to device, application, and identity governance, Imprivata provides a unified approach that balances usability with protection. Trusted by the world’s leading healthcare systems and enterprises in over 45 countries, we deliver solutions that improve efficiency, safeguard data, and drive digital transformation. At Imprivata, our commitment goes beyond technology—we partner closely with our customers to ensure their success, every step of the way.
Why Work With Us
At Imprivata, every voice matters. We’re a global team driven by innovation, compassion, and collaboration. Together, we live our values—Raise the Bar, Own the Outcome, Stay Nimble, and Win Together—while making a real impact on healthcare, technology, and the communities we serve.
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Imprivata Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Imprivata offers a flexible hybrid work model with three in-office days and two remote. Collaboration is key, and schedules are coordinated with managers to balance flexibility and connection.
