WSO2 · 1 day ago
IAM Sales Specialist (Overlay)
United States
Full-time
Remote
Senior Level
5+ years expWSO2 is seeking an experienced IAM Sales Specialist with strong domain expertise to serve as a strategic overlay to their Enterprise Account Executives. This role is responsible for owning the IAM sales quota for all of North America, focusing on driving new logo acquisition and expansion within existing accounts through identity and access management solutions.
Enterprise SoftwareInformation TechnologyOpen SourceSaaSSoftware
Hiring Manager
Eryn Powell
Responsibilities
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
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
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
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
Qualification
Required
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
Company
WSO2
WSO2 enables organizations to create awesome digital experiences quickly, easily, and securely
501-1000 employees
H1B Sponsorship
WSO2 has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1)
Funding
Current Stage
Late StageTotal Funding
$133.5MKey Investors
Redstart LabsGoldman SachsPacific Systems Control Technology
2024-05-03Acquired
2022-05-24Series E· $3M
2021-11-11Series E· $90M
Leadership Team
Sanjiva Weerawarana
Founder, Director & CEO
Asanka Abeysinghe
CTO
Recent News
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