Waltham, MA, United States
Aug 03, 2022
Nov 16, 2022
Come join a winning team! Here at Imprivata, you\u2019ll see a dedicated group of professionals who care about improving healthcare. Our team thrives on collaboration and sharing ideas, whether in a cross-functional meeting or at one of our virtual team-building events.\u00A0While we're diverse in our backgrounds and skills, we have much in common. A passion for our mission. A strong sense of integrity. A belief that we're making a positive impact and a commitment to having fun.\u00A0Job SummaryThe Sales Engineer \u2013 FairWarning Solutions is part of the Imprivata Sales Engineering organization and operates as a highly skilled technical and business resource who is involved throughout the sales cycle addressing complex sales opportunities. This position is part of the North American sales region and works directly with Regional Sales Managers, Inside Sales Representatives and FairWarning Sales Managers providing advanced and in-depth technical solution consultation for new and add-on sales opportunities. The Sales Engineer will provide best-practice consultation regarding assigned FairWarning and Imprivata solutions including system architecture, workflow diagrams, third party system integration, and solution implementation and deployment. To be successful, the Sales Engineer must possess excellent communication skills including the ability to present to C-level audiences and translate solution capabilities into meaningful business value. The ability to effectively engage with audiences via web conferencing facilities such as Zoom, Teams and WebEx is essential. Additional responsibilities include documentation of solution specifications for customer opportunities and to contribute to the generation of a project Statement of Work, determination of level of effort and scope, and generation of services cost estimations. Strong writing skills are essential for this position. The Sales Engineer \u2013 FairWarning Solutions is also expected to operate in an advisory capacity and to collaborate with internal customers to bridge communication and knowledge gaps between the Sales Engineering team and other departments within Imprivata such as Product Management, Engineering, Professional Services, and Support. This position works out of the candidate\u2019s home office. The candidate is expected to travel throughout the assigned regions to provide the necessary technical sales support to close new opportunities in an efficient and effective manner. Travel is anticipated to be 30% per work week on average with variances week by week.Duties and Responsibilities\u00A0Present and effectively demonstrate Imprivata\u2019s FairWarning Patient Privacy Intelligence, DrugDiversion Intelligence, Cloud Security and Managed Services solutionsConduct pre-presentation interviews with prospect stakeholders to understand key businessdrivers or needs for a privacy and/or diversion monitoring solutionDemonstrate features of the solution with specific emphasis on previously identified business drivers and needsArticulate business value of solution capabilities to C-level as well as technical audiencesMaintain proficiency with solution as it evolves and compares to competitive landscapeAssist and drive all technical aspects of the sales cycle:Understand key technical and business workflow requirementsDevelop and present appropriate solutions based on Imprivata\u2019s products and servicesDevelop proposals and key success criteria for evaluationsLead and deliver POCs and evaluationsDevelop estimates, proposals, and statements of work for professional servicesengagementsIn collaboration with Regional Sales Manager, Inside Sales Representative or FairWarning Sales Manager, achieve strategic company objectives and territory revenue goalsProvide key enablement services to channel partners and assist them in selling and supporting Imprivata\u2019s products and servicesProvide trade show and demonstration support for marketing eventsResearch, compose, and deliver responses to RFI/RFP\u2019sTransition accounts post sale to Imprivata\u2019s Professional Services teamRequired QualificationsBachelor\u2019s Degree is a plus but not required3 years relevant experience in the healthcare SaaS industryExpertise in a broad range of applications and technologies including, but not limited to:Electronic Health RecordsDrug Dispensing Cabinets/SoftwareSalesForce Shield/ Event Monitoring/ AdministrationApplication Audit LoggingSQL DatabasesEnterprise-level cloud and SaaS-based software security technologiesDelivery/transit of large data setsHands-on and relevant working experience with SaaS-based software is desiredAbility to explain SaaS architecture/infrastructure/networkingExperience with Imprivata FairWarning is a plus but not requiredExcellent and demonstrated presentation as well as and verbal and written communication skills are essentialKnowledge of industry regulations including HIPAA and DEA requirements\u00A0Skills necessary to stage and deliver technical demonstrations and proof of concept evaluationsExperience with artificial intelligence and machine learning technologyUnderstanding of enterprise managed services models\u00A0Ability to explain artificial intelligence and machine learning technologyExperience supporting multiple sales representativesExperience working with a professional services organizationAbility to work independently and collaboratively in a team environmentResidence within the lower 48 states and within an hour\u2019s commute to an airport, servicing major commercial airlines, is highly preferredAbility to travel up to an average 30% of the time with variances week by weekAt 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!\u00A0Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.\u00A0The Company is requiring all of its new employees who regularly work at a Company office, attend Company-related events/meetings, or travel on behalf of Imprivata to be vaccinated against COVID-19.\u00A0 However, when an employee cannot be vaccinated because of a disability or a sincerely held religious belief, practice or observance, the Company will consider whether a reasonable accommodation is required by applicable law. If you believe that you cannot be vaccinated because of a disability or a sincerely held religious belief, practice or observance, you may request an accommodation by contacting us. Otherwise, you will need to provide proof of your COVID-19 vaccination prior to commencing employment.
Website : http://www.imprivata.com