Description: Brief Summary:

Reporting to the im-one Sales Director, the primary role of this position is to drive sales of identity and access management solutions to assigned existing customers and facilitate sales to new customers to meet territory sales, expansion and retention goals. This role will focus on solidifying and maintaining sales relationships with customers and OEM partners, implementing sales programs, and obtaining sales targets by driving products and initiatives for the im-one business unit. Responsibilities also include coordinating and executing lead generation programs, including call programs, web seminars, and other events.

Essential Functions: Reasonable Accommodations statement: to perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Include all-important aspects of the job -- whether performed daily, weekly, monthly, or annually; and any that occur at irregular intervals. Reasonable Accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

1. Work with the im-one Sales Director to identify and qualify new potential clients, through cold calling and development of leads from marketing campaigns and other lead sources such as databases, partners, client referrals, tradeshows and user group events. 2. Collect, develop, and maintain appropriate account information and identify appropriate contacts at each existing customer and prospect leveraging Forward Advantage’s (FA) marketing activities and partner relationships. Work with the Sales Director, Client Service personnel, and partner, drive attendance to planned events. 3. Work with the im-one Sales Director to develop and manage the pipeline of opportunities from current and prospective clients to ensure that sales goals are met. Qualify opportunities within the pipeline, properly prioritize activities, and management of time and commitments to ensure opportunities move through the sales cycle. 4. Complete all sales quotations promptly, thoroughly, and accurately, to maximize FA’s ability to deliver high-quality solutions and minimize potential problems or issues in service delivery or invoicing. 5. Work with the im-one Sales Director to ensure a clean knowledge transfer and transition of “closed-won” sales to Administration and Client Services personnel, such that projects and service issues can be handled smoothly. 6. Work with Client Services personnel to ensure customer satisfaction. 7. Work with the im-one Sales Director to develop and maintain business relationships with existing customers as appropriate to ensure: 1) Forward Advantage offered solutions remain relevant to customer business and technology strategies, 2) Revenue retention from existing sources, and 3) Sales of all Forward Advantage offerings are explored, and, where appropriate, maximized in a manner that facilitates customer success. 8. Establish and maintain sound relationships with OEM partners to leverage available resources and maximize their effectiveness. 9. Work with the im-one Sales Director to prepare and maintain an accurate 6-month rolling forecast. 10. Participate in weekly/monthly/quarterly forecast meetings. 11. Ensure all sales resources and databases are kept up to date and accurate. 12. Follow FA procedures to perform sales functions in an organized, effective manner to ensure customers perceive FA to be thorough, well prepared, and punctual. Take ownership of issues and show professionalism and control. 13. Develop and maintain an appropriate understanding of FA’s and partner’s technology offerings, to ensure the ability to design client solutions and close sales opportunities as independently as possible. Adapt to and quickly learn new technologies and products as required. 14. Maintain current territory saturation report. Requirements: Knowledge, Skills and Experience: Required: 1. Successful sales track record 2. Ability to identify, manage and close new business opportunities 3. Ability to work with OEM Partners 4. Strong analytical and reporting skills 5. Excellent verbal and written communication skills 6. Strong organizational skills. 7. Familiarity with sales automation tools. 8. Familiarity with the internet and its capabilities 9. Exceptional time management skills 10. Demonstrated ability to work independently and meet established goals and objectives 11. Entrepreneurial spirit and ability to handle frequent change in a dynamic environment 12. Proficiency in MS Office Applications Preferred Skills: 1. 2+ years related experience of phone-based selling of product and service solutions in the software industry 2. Undergraduate degree in marketing, communication, business, computer science, or related field, or equivalent combination of education and experience 3. Familiarity with the hospital industry 4. Professional selling strategies and processes. 5. Consultative selling strategies.

Work Environment: 1. Required to have a dedicated work area that provides information privacy.

Forward Advantage is an Equal Opportunity Employer