5-7 years of experience in sales or business development.
Strong communication skills for discovery and qualification calls.
In-depth knowledge of SailPoint solutions and competitor products.
Proficient in leading cross-functional virtual sales teams.
Capable of developing effective territory and opportunity plans.
Responsibilities
Exceed quarterly and annual revenue targets.
Address customer inquiries with tailored solutions.
Develop strategic business plans for assigned territories.
Engage with customers and partners to ensure high service levels.
Collaborate with marketing to execute joint initiatives.
Lead demonstrations of SailPoint's solutions to clients.
Own the entire sales cycle from qualification to closing.
Benefits
Recognition as a top workplace for 15 consecutive years.
Opportunities for career advancement in a growing global company.
Supportive culture encouraging teamwork and innovation.
Access to resources and tools for successful sales execution.
Flexible work arrangements with significant travel opportunities.
Full Job Description
The role:
We are seeking anAccount Executive, to sell our Identity Security Solution.
To excel, the position requires an account executive:
Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
Who does notoperate independently, instead sells as a team.
Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Who can make good decisions about who should engage and when and make people accountable for following through.
Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.
Responsibilities:
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
Develop business plans, which align to your assigned territory.
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
Pursue all leads supplied and ensure internal systems are updated.
Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities.
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
The path to success:
1-month milestones:
Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list.
Meet with old account managers to capture any history.
Meet with partners of existing accounts to understand their position and services offered.
Work with Marketing Manager on marketing plan.
Work with Channel Manager on channel plan.
2-month milestones:
Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity and updates.
Met weekly with sales management to keep Salesforce and Clari up to date.
3-month milestones:
Complete territory plan andpresent to Sales Management:
Existing account overview and account potential
Prioritized accounts with account potential
Clean pipeline of potential 2025 opportunities to establishgap to target
Marketing and channel engagement plans to close the Gap to target
Customer references / case studies planned
Pipeline growth plan
Meet with all existing customers and identify opportunities to extend the value they arereceiving from SailPoint.
Lead an operating cadence with virtual team
Achieve “1st Mate” enablement badge.
4-month milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present forecast for self-generated opportunity & expected time to 1st sale.
Develop strategies to approach Top 20 accounts - present to management.
Relationship maps in Salesforce are completed - customers from Top 20 accounts know who
About SailPoint Technologies
SailPoint Technologies Holdings, Inc. is an American software company that provides identity management solutions for enterprises. SailPoint's open identity platform gives organizations the power to enter new markets, scale their workforces, embrace new technologies, innovate faster and compete on a global basis. As both an industry pioneer and market leader in identity governance, SailPoint delivers security, operational efficiency and compliance to enterprises with complex IT environments. SailPoint's customers are among the world's largest companies in a wide range of industries, including: 7 of the top 15 banks, 4 of the top 6 healthcare insurance and managed care providers, 9 of the top 15 property and casualty insurance providers, 5 of the top 15 pharmaceutical companies, and 11 of the largest 15 federal agencies.
