Inside Sales Rep (Central & Eastern US)

Department: Sales

Position Type: Full-Time (40 hours/week)

FLSA Status: Exempt

Reports to: Sales Director

Location: Remote

Travel Required: Occasional (1–10% of time)

Territory: Central & Eastern US

Position Summary

This role drives sales of Forward Advantage's (FA) im-one identity and access management solutions across an assigned territory of existing customers and new prospects. FA is not a pass-through reseller: the company is certified to deliver its own implementation and support services, so this rep sells a full-lifecycle solution - technology plus deployment and ongoing support - rather than handing customers off after the license closes. Success means growing and retaining territory revenue, building durable relationships with customers and OEM partners, and running consistent lead-generation activity (calls, webinars, events) to keep the pipeline full. This role is an entry point into FA's sales organization, with a defined path to Account Executive as territory revenue and tenure milestones are met.

Essential Functions

• Manage an assigned set of accounts to protect renewal revenue, uncover expansion opportunities, and position FA's certified implementation and support services alongside the underlying technology to differentiate from resellers who exit after the sale.
• Identify and qualify new logos through cold calling, marketing-sourced leads, partner referrals, tradeshows, and user group events.
• Maintain working knowledge of FA's technology, implementation, and support offerings deep enough to design client solutions and close deals independently; learn new products and technology quickly as the portfolio changes.
• Build and maintain relationships with OEM partners to access their resources and support joint selling.
• Build and maintain a qualified opportunity pipeline; prioritize activity and time to move deals through the sales cycle and hit territory sales, expansion, and retention targets.
• Maintain accurate account and contact data in the CRM and drive customer attendance at FA and partner events.
• Prepare complete, accurate sales quotations that support clean service delivery and invoicing after close.
• Transition closed-won deals to Administration and Client Services with clear documentation, and partner with Client Services on an ongoing basis to ensure customer satisfaction.
• Maintain an accurate 6-month rolling forecast and participate in weekly, monthly, and quarterly forecast reviews.
• Follow FA's sales process and keep sales systems and data current so customers experience FA as organized, prepared, and dependable.
• Provide occasional coverage or support to the Western Region Sales Director as business needs dictate.

Knowledge, Skills, and Experience

Required

• Demonstrated track record of quota attainment in a sales role, such as attaining quota in at least 2 of the last 3 years
• Proven ability to identify, manage, and close new business opportunities with existing customers and prospective accounts
• Experience working with OEM or technology partners
• Strong analytical and reporting skills, including building and interpreting pipeline and forecast reports
• Excellent verbal and written communication skills
• Strong organizational and time management skills
• Working knowledge of CRM and sales automation tools
• Ability to work independently and meet goals in a fast-changing, remote environment
• Proficiency with MS Office applications

Preferred

• 2+ years of phone-based selling of software product and service solutions
• Experience selling into hospitals or other healthcare IT environments, engaging stakeholders such as CIOs, CISOs, IT Directors, or Security Officers
• Undergraduate degree in marketing, business, communications, computer science, or equivalent experience
• Familiarity with consultative or solution-selling methodologies