The role: 

We are seeking an Account 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 not operate 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