One Identity

• Own and maintain the canonical Salesforce data model • Establish and enforce data governance policies • Serve as the primary owner of the HubSpot-to-Salesforce integration • Own the campaign member data structure within Salesforce • Own and optimize Specialist-to-account matching rules • Ensure CRM data practices comply with GDPR, CCPA

• Develop and execute the channel strategy for SEA • Grow and activate existing partners against agreed business plans • Recruit new partners with a focus on quality over quantity • Strengthen relationships across resellers, identity specialists, distributors and strategic alliances • Own partner-led outcomes including revenue targets, pipeline creation, joint account planning, and co-sell execution

• Lead sales operations team to achieve company objectives • Develop and implement sales strategies to drive business growth • Collaborate with marketing and product teams to align sales efforts • Monitor sales performance metrics and adjust strategies accordingly • Provide ongoing coaching and mentoring to team members

• Strategically lead the Deal Desk team for all regions. • Discount and Nonstandard Deal Approvals by exercising significant judgment and business sense when reviewing nonstandard transactions, ensure key stakeholders are engaged throughout the approval process • Understand the business practices, economic factors and competitive challenges in region along with factors specific to the current customer in negotiations • Maintain up-to-date knowledge of the company’s products, processes and promotions in order to provide a best-in-class level of support to Sales. • Manage, participate in, or directly work on any additional projects, assignments, or initiatives assigned by management • Manage the deal desk team and provide direction, guidance, and oversight on a daily basis

• Partner with Account Executives to drive deal cycles across industries and solve diverse mission-critical business problems. • Lead the technical discovery and qualification process of early opportunities, helping to uncover prospects/customers’ current pains and align with their business objectives. • Lead the technical elements within the sales cycle. This may include being part of the design, delivery and support of a technical proof of concept; creating technical proposals; responding to RFP/RFIs/Security Questionnaires/Technical Response Documents; attending sales meetings; leading workshops and providing technical expertise to demonstrate the One Identity products as an SME. • Collaborate with Product Management to provide consistent and actionable feedback based on customer interactions. • Partner with Product Marketing to help develop assets, knowledge base content and deliver training sessions to improve technical product knowledge of existing features to both customers and Account Executives. • Contribute to the success of a rapidly growing and evolving SE organisation. • Help onboard and enable partners with One Identity solutions.

Overview One Identity is seeking a Pre-Sales Senior Director to manage the Pre Sales team in North America (NAM) to support our Field Sales and Customer Success businesses. This position will be remote with a preference in the East Coast and reporting to the global VP of Sales Engineering. The successful candidate will work as part of a rapidly growing specialist Pre-Sales team to provide a high standard of management and direction to the pre-sales managers and engineers. Proven management skills, excellent communication, as well as technical ability and industry leading domain knowledge are crucial to the role. The successful candidate will work within NAM to provide a focused view of the business in-region and provide an all-round service to both the pre-sales teams themselves and the NAM sales VP. The role will also work with pan-NAM teams to ensure the customer also gets the best experience. The role requires the individual to take their management, technical and business experience to provide a customer first organisation and to help grow sales in NAM by liaising with all departments to ensure consistent product messaging, delivery and support. Proven business acumen is needed to recognise up-selling opportunity and an ability to meet tight project timelines is a must. As a successful a NAM Senior Director, you will be able to work independently to plan, enable and grow your team to meet the extremely busy workloads. You will be expected to assist the global VP of Sales Engineering to meet their goals, whilst maintaining the expected level of excellence in the regional team. One Identity spans 3 continents and many time zones. Although the primary function is regional, you will be expected to work with the sales and technical teams across all regions to deliver the best possible service in NAM. A flexible attitude and capacity for absorbing information and keeping current with industry trends and technology is essential. The core tenets of this person will be consistent and effective management, communication and presenting ideas and collaborating between sales, pre-sales, post-sales, support, development, marketing, CTO office and the business unit itself. Responsibilities - Managing a Pre-Sales team - Represent your team on the world stage and articulate their achievements - Working closely with Sales to regional director and VP level - Understand Pre-Sales Engineering and be empathetic - Worked in a Cybersecurity/Identity Management type role for a significant period - Familiar with SFDC and other sales tools - Have a good grasp on Pre-Sales procedures and processes. - Proven to provide solid direction to management on how to achieve your goals - Been a successful part of a fast-paced growth business. - Customer first mentality and an ability to maintain momentum in the business Day to Day Duties - Within one week, build a good rapport with your team - Within 1 month be familiar with internal systems and have attended One Identity training - Work with the global VP of Sales Engineering on delivering C-level messaging to your management team and the overall NAM team. - Understand your team’s current skills and levels, work on a training plan to help them grow. - Hold regular one-to-ones with your managers and follow up and complete all actions arising. - Periodically you’ll be required to visit team members.in their hometowns to perform reviews and updates. - Document future trends and recommendations - Work with the sales team on management of RFP/RFI documents. - Manage the PoC process for NAM and make sure that all goals are met, and issues are understood and mitigated. - Be pro-active in recognising and raising up-selling and cross selling in opportunities your team are working on - Attend NAM events and QBRs - Be a path for escalation and be able to resolve issues quickly and efficiently - Act as “Product Evangelist” developing and attending training for self-improvement. - Initiate, participate in or lead local and global initiatives in the Cybersecurity space. - Work with the general One Identity sales teams to develop opportunities in their accounts. - Help One Identity’s customers become successful and ultimately become references. - Work hand-in-hand with the Customer Success team to help retain our customers. - Constantly assess your performance and look for opportunities to change process or advise on new ways of working Qualifications Essential Skills - At least 10 years’ experience of managing teams - At least 10 years of Industry knowledge - Developing people to reach their maximum potential - Make decisions quickly and accurately - Knowledge of existing cybersecurity technologies and future trends - Strong presentation skills - Excellent all-round technical skills Additional Requirements - Educated to Bachelor’s degree level in a business or computing discipline or equivalent experience - Fluent in spoken and written English - Independent, self-motivated and driven. - Strong Leadership skills using empathy as a main driver - Team player with excellent interpersonal skills - Professional, focussed with good time-management ability - Customer-oriented personality - Effective and analytical approach to problem solving - Strong written and oral communication skills - Keep up to date with emerging technologies - Ability to travel up to 10% of the time within NAM. Company Description  One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers. When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers, and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment. Why work with us? -Life at One Identity means collaborating with dedicated professionals with a passion for technology. -When we see something that could be improved, we get to work inventing the solution. -Our people demonstrate our winning culture through positive and meaningful relationships. -We invest in our people and offer a series of programs that enable them to pursue a career that fulfills their potential. -Our team members’ health and wellness are our priority, as well as rewarding them for their hard work. One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages. Come join us. For more information, visit us on the web at One Identity Careers | Explore Opportunities with the OI Team Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com or @oneidentity.com #LI-NM1

• Define HRIS roadmap aligned to HR leadership priorities • Optimize hire-to-retire workflows • Improve onboarding/offboarding automation • Own business process frameworks in Workday • Manage security roles and access controls • Maintain clean employee master data • Oversee integrations with: Identity management systems, Payroll/benefits providers, Finance systems, Data warehouse • Support HR reporting needs • Ensure compliance with audit and regulatory requirements

Overview SOFTWARE SALES ACCOUNT MANAGER - TOLA REGIONS There's more to enterprise security than defending perimeters. We believe that an IT security strategy, aligned to the needs of business, is essential to future growth and innovation. Our solutions help customers protect their whole enterprise, inside and out, efficiently and proactively; comply with internal governance policies and external regulations, and enable the adoption of new applications and technology. We help customers create and maintain a strong security foundation with interconnected solutions that span the enterprise. From the endpoint, to the data center, to the cloud, One Identity solutions mitigate risk and reduce complexity so companies can move their business forward. We are currently looking for a Security Software Sales Account Manager, responsible for selling One Identity’s Identity and Access Management (IAM) solutions to Named Accounts for our tola REGIONS. This is a remote based role with territory travel to new, or existing, client sites in the enterprise, as required and as safety allows. Experience with SaaS, On-prem, or Hybrid, is highly valued. Responsibilities -Selling One Identity’s IAM solutions in the enterprise market through a variety of sales and marketing activities -Finding, developing and closing sales opportunities through a structured sales process -Developing and maintaining relationships -Creating and executing targeted account plans in concert with account managers and regional managers -Coordinating and communicating with pre-sales, contracts and post-sales -Working with channel and alliance partners to increase opportunity size and expedite closure. Qualifications -12+ years successful experience in Security Sales, IAM solutions -12+ Years successful experience selling into Large Institution (>10K employees) accounts -Travel as needed Company Description One Identity enables organizations of all sizes to better secure, manage, monitor, protect, and analyze information and infrastructure to help fuel innovation and drive their businesses forward. With team members around the globe, we intend to continue to grow revenues and add value to customers. When you join our team, you will have the opportunity to build and develop products at a scale few others can provide. Our product portfolio serves a large base of customers and we are addressing the strategic imperatives for enterprise businesses. Working with some of the most talented employees the industry has to offer, we provide enhanced career opportunities for team members to learn and grow in a rapidly changing environment. Why work with us? -Life at One Identity means collaborating with dedicated professionals with a passion for technology. -When we see something that could be improved, we get to work inventing the solution. -Our people demonstrate our winning culture through positive and meaningful relationships. -We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential. -Our team members’ health and wellness is our priority as well as rewarding them for their hard work. One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages. Come join us. For more information, visit us on the web atOne Identity Careers | Explore Opportunities with the OI Team Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com. You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general. #LI-NM1

• Meet the sales targets for the defined industry sectors, while supporting the execution of the UK&I strategy to support the goals and targets of the UK&I business. • Work in conjunction with the UK, and EMEA channel teams, leveraging their efforts and expertise to accelerate success in the defined industry sectors. • Build a virtual team of resources and key stakeholders within One Identity to assist in all areas of the sales process. • Be able to articulate the One Identity message across the entire product portfolio, from both a technical and business perspective. • Undertake periodic reviews of activity/achievement against agreed targets with milestone metrics to track achievement and/or develop alternative strategies & tactics to ensure delivery against defined targets. • Be able to represent the company at industry events, conferences, and client meetings. • Provide timely and accurate performance reporting to meet any required input to UK&I management forecasting.

• Define and execute IAM strategy across workforce and customer identity • Design and manage identity platforms (e.g., Entra ID, Okta) • Implement SSO (SAML, OIDC), MFA, and conditional access policies • Define and manage birthright access models and RBAC/ABAC controls • Own identity lifecycle (joiner/mover/leaver) and SCIM-based provisioning • Build and manage CIAM solutions for customers, partners, and external users • Implement access governance (certifications, reviews, least privilege) • Automate identity workflows and integrate with enterprise systems (Workday, Salesforce, etc.) • Partner with security and audit teams on compliance (ISO 27001, SOC 2) • Lead identity separation and transformation during carve-out