Strategic Sales Executive

SailPoint is the leader in Identity Security.SailPoint customersrepresent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges.SailPoint continues to grow globally and expanding our global presence creates opportunities for topsalespeople to become a part of our awesome culture.   

We arerecognized byanalysts such asGartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than followwhat the analysts or competitors are marketing.Organizationsstruggle to understand who has access to what applications and data, andwe help them answerthese key questions. Identity security is the central control point for risk management for theenterprise. 

We are proud of our team and the culture we have built which has led to our employees votingus “best places to work” – 15 years in a row. 

The role: 

We areseeking anAccount Executive, to sell our Identity Security Solution. 

To excel, the position requires anaccountexecutive: 

• Whois a skilledcommunicator in first engagements and discovery callsanalyzingthe prospectsneedsto qualifyanopportunity.  

• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. 

• Whowill provide a superior customer experience from the first discovery call andleverage their skills in competitively positioning our solutions and a broader value proposition including partnerservices. 

• 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 customersuccess. 

• Whodoes notoperate independently, instead sells as a team. 

• Who can act as the quarterback; take initiative and prep the team on whatis neededfrom thempriorto calls. 

• Who can make good decisions about whoshould engage andwhenand make people accountable for following through.  

• Who can create a territory or opportunity plan, which includes the steps you believe arerequired to get from discovery tothenext steps in the sales cycle. 

• Who will work closely withthe leadership team to refine your ideasand make your sales strategy as effective aspossible. 

Responsibilities: 

• Exceed revenue quota goals on a quarterly and yearly basis. 

• Effectively address each customer’s and partner’s unique inquiries by providingaccurate information and tailored solutions that align with their specific needs and interests. 

• Develop business plans, which align toyour assignedterritory. 

• Strategically engage withcustomers andbusiness partnerstomaintaina high level of customer servicethat aligns withSailPoint’s core values.  

• Collaborate withmarketing to develop and execute marketing plans 
  through/withpartners andend users. 

• Pursue all leads supplied and ensure internal systems are updated. 

• Lead theappropriate technical resources to demonstrateSailPoint'sadvantages to the customer. 

• Follow-up with customers and partner with post-saleteamto 
  ensure consistent and ongoing coverage of account, including new sales 
  opportunities. 

• Own andoversee all aspects of the sales cycle, including qualifying, 
  presentations, demonstrations, RFP responses, negotiations, and the closing 
  process. 

• Fosters a deep understanding of the territory,includingcustomers, prospects, partners, influencers, and competitors. 

• Understand and communicate all product and technological strategies 
  employed by competitive and complimentary organizations in the SailPointmarket space. 

• Effectivelyinitiate, 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, includingaccurate forecasting andSalesforce hygiene. 

The path to success: 

1-month milestones:  

• Establish plan for existing customers clearlyidentifying opportunities for uplift over coming years and understanding account potential.  

• Segment account list intoyour top 20 focused accounts &the Top 3 Big Bet accounts within thislist. 

• 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 onmarketingplan. 

• Work with Channel Manager onchannelplan. 
   

2-month milestones: 

• Create a stakeholder map for key partners that are influencers in 
  yourTop 20 accounts and devise your approach to connect with them. 

• DemonstrateSalesforce hygiene with regular,accurate activity and 
  updates. 

• Met weekly with sales management to keep Salesforceand Clariup to date. 

3-month milestones:  

• Completeterritoryplan andpresent to Sales Management: 

• Existing account overview and account potential 

• Prioritized accounts with account potential 

• Cleanpipeline of potential 2025 opportunities toestablishgap to target 

• Marketing andchannel engagement plans to close the Gap to target 

• Customer references / case studies planned 

• Pipeline growth plan 

• Meet with all existing customers andidentify opportunities to extend the valuethey arereceiving from SailPoint. 

• Lead an operating cadence with virtual team 

• Achieve “1st Mate” enablement badge. 

4-month milestones: 

• Create account plans forkey accounts. 

• Createopportunity plans forkeyopportunities.  

• Present forecast for self-generated opportunity & expected time to 1st 
  sale. 

• Developstrategies to approachTop 20accounts - present to 
  management. 

• Relationship maps in Salesforce are completed-customers fromTop 20 accounts know who you are. 

• Showing progress through sales stages for any inbound/inheritedopportunities (salescycle5-40). 

• Present SailPoint value proposition in front ofmanager via either:customer / prospectorinternally. 

6-month milestones:  

• Built a Pipeline of 2 to 3 timestargetcomprising. 

• Existing customer pipeline 

• Progress existing pipeline 

• New Pipeline 

• Refine“go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. 

• Complete yourCaptainsbadge onHighSpot. 

Education: 
Preferred but notrequired: Bachelor's degree or global equivalent in an IT, business or sales related field. 
 
Travel: 
Business travel of approximately 50 percent yearly is expected for this position. 
  

SailPoint is an equal opportunityemployer, and we welcome everyone to our team.  All qualified applicants will receive consideration for employment without regard to race,color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.