Solution Sales Executive

Tri Vir is hiring a Solution Sales Executive to drive net-new client revenue through partner-led and partner co-sell motions in the Identity and Access Management (IAM) market. This is an individual contributor role on a growing sales team. You will work closely with others for coverage and continuity, lead discovery to identify a client’s highest-impact IAM problems, and shape the best-fit services engagement.

You will own the sales process end-to-end, including Quote and Statement of Work creation, and hand off cleanly to delivery after close.

Tri Vir is a boutique, high-end IAM services professional services firm. Our experience and expertise allow us to work with large companies and organizations to solve the most complex IAM problems.

• Drive partner-led pipeline: Generate and progress all opportunities through co-sell with Ping Identity, Okta, Open Text, and other partner account teams.
• Lead discovery and qualify deals: Diagnose root causes, quantify business impact, and use a structured framework (MEDDICC or similar) to confirm fit, stakeholders, decision process, and urgency.
• Solve the biggest problems: Identify the highest-priority IAM issues (“the nastiest problems”) and shape the single best-fit services solution to solve them.
• Own proposals and SOWs: Lead proposal development and Statement of Work creation (scope, assumptions, success criteria, milestones, client responsibilities, change control), leveraging internal sales engineers and solution architects for technical details and estimates.
• Manage procurement and close: Navigate negotiations and procurement, including regulated and public sector processes when applicable.
• Operate in a team-selling model: Coordinate with others for assistance, backup, handoffs, and shared coverage across opportunities as needed.
• Represent Tri Vir externally: Attend partner events, conferences, and client meetings (~25% travel) and present effectively to executive and technical audiences.
• Ensure clean delivery handoff: Transition signed work to delivery with clear documentation of scope, success criteria, assumptions, risks, and governance.

• IAM systems integration and implementation services supporting:
  Ping Identity
  , Okta
  , Open Text IAM
• Identity Governance (IG) work including:
  Veza
  , Lumos
• Project-based services and advisory retainers (some engagements may evolve into ongoing managed-services-like relationships)

• OTE
  : $160k-$230k based on experience
• Base
  : $90k-$130k
• Variable
  : $70k-$110k (based on recognized service revenue from net-new clients)
• Ramp
  :
  First year Q1 - 100% OTE, Q2 - 75% OTE, Q3 - 50% OTE, Q4 - 25% OTE
• Paid the greater of the Ramp or standard plan each quarter for the first year
• Medical
  , dental
  , and vision insurance
• Short-term disability and long-term disability
• Life insurance and AD&D
• Health care and dependent care Flexible Spending Accounts
• 401(k) with company match

Variable Compensation: Recognized net-new client revenue.

• Partner-sourced/partner-influenced pipeline and revenue
• Win rate and stage conversion on partner-introduced opportunities
• Forecast and CRM hygiene (next steps, close plans, current status)
• Sales cycle management and deal progression by stage
• SOW quality (clear scope, deliverables, and success criteria)

• Experience selling solutions or professional services
• Proven ability to sell complex, multi-stakeholder engagements (typical deal sizes $100k–$3M+; sales cycles measured in months)
• Comfortable selling to CIO/CISO
  , IAM leadership, and IT operations teams; able to work through procurement
• Experience operating in a team selling environment (coverage, backup, handoff)
• Strong written communication (proposals/SOWs) and executive presence
• Sufficient technical knowledge to engage in discovery motions and participate in technical solution development

• IAM domain expertise and professional services selling experience
• Familiarity with Ping Identity
  , Okta
  , Open Text
  , and/or Veza
  /
  Lumos
• Working knowledge of MEDDICC or similar discovery/qualification frameworks

• Strong preference for office presence in American Fork, UT
  , Raleigh, NC
  , or Centreville, VA

Approximately 25% travel for partner events, conferences, and client meetings