Business and Sales Leader – Identity and Access Management Services (North America)

Job Title: Business and Sales Leader – Identity and Access Management Services (North America)
Location: United States (Remote / East Coast preferred)
Experience: 20+ Years
Industry: IT services / Cybersecurity Consulting

Experience & Qualifications
 20+ years of experience in IT services or cybersecurity consulting, with deep specialization in IAM sales.
 Proven success in selling IAM services in the US market, including large enterprise and BFSI, Healthcare, Retail customers.
 Strong track record in new logo acquisition, strategic account farming, and complex deal closures.
 Ability to engage confidently with CISOs, CIOs, security architects, and compliance leaders.
 Solid understanding of IAM technologies, zero trust architecture, regulatory compliance, and enterprise security programs.
 Experience working with global delivery and offshore–onsite models.
 Excellent communication, negotiation, and executive presence.
 Entrepreneurial mindset with the ability to build and scale a services business in a growth environment.

Key Responsibilities & Strategic Impact Areas
Business & Revenue Leadership
 Own IAM services revenue targets and sales quotas for North America with clear accountability for pipeline, bookings, and margin.
 Build, manage, and forecast a healthy, predictable IAM pipeline
 Build and execute the US go-to-market strategy for IAM services, aligned with global cybersecurity objectives.
 Drive new logo acquisition and expansion of existing strategic accounts across BFSI and enterprise clients.
 Drive consistent quarter-over-quarter and year-over-year growth
 Establish predictable revenue through strong sales governance, forecasting, and pipeline discipline.
 Establish strong sales governance, CRM discipline, and forecast accuracy

Sales & Client Engagement
 Personally lead CISO- and CXO-level conversations, positioning IAM as a business enabler and risk-reduction platform.
 Drive large, complex IAM deals from solutioning to closure, including RFPs, proposals, and negotiations.
 Partner with global delivery and presales teams to ensure compelling, differentiated IAM value propositions.
 Act as a trusted advisor to clients on identity strategy, zero trust, regulatory compliance, and modernization.

IAM Solutions & GTM Ownership
 Own and evolve IAM service offerings across:
o Identity Governance & Administration (IGA)
o Privileged Access Management (PAM)
o Customer Identity & Access Management (CIAM)
o Cloud IAM & Zero Trust
o Managed IAM Services
 Collaborate with technical leaders to package repeatable offerings, accelerators, and industry-specific solutions.
 Define and execute IAM-specific GTM strategies aligned to regional and industry priorities
 Identify target accounts, whitespace opportunities, and expansion plays
 Develop value-led messaging aligned to business risk, compliance, and growth outcomes