Account Executive

India

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Identity Security, Cybersecurity, SoftwareIndustries

Requirements

The Account Executive must be a master in first engagements and discovery calls to qualify opportunities, and highly proficient in understanding and presenting the value of SailPoint solutions compared to competitors like Microsoft, Okta, and Saviynt. They must provide a superior customer experience, lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA teams, and customer success, and act as a quarterback by making good decisions about team engagement and accountability. The role requires independent work to create territory or opportunity plans and collaboration with leadership to refine strategies. Strong listening skills and the ability to assess situations to make the best choices are essential.

Responsibilities

The Account Executive will exceed revenue quota goals quarterly and yearly, address each customer's and partner's unique inquiry with proper information and appropriate solutions, and develop business plans aligned with assigned geographic and business needs. They will strategically engage and work with business partners, collaborate with Marketing on go-to-market plans, and follow up on all leads, ensuring internal systems are updated. The role involves marshalling and leading appropriate technical resources to demonstrate SailPoint's advantages, following up with clients, and working with post-sale team members to ensure consistent account coverage and identify new sales opportunities. The Account Executive must understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.

Skills

Sales

Account Management

Discovery Calls

Value Proposition

Competitive Analysis

Customer Experience

Identity Security

Risk Management

SailPoint

Provides identity security solutions for enterprises

About SailPoint

SailPoint provides identity security solutions that help organizations manage and protect digital identities. Its main products, including IdentityIQ, IdentityNow, and File Access Manager, assist businesses in ensuring compliance with regulations, reducing risks, and controlling access to sensitive information. These products work by giving organizations visibility into who has access to what data, allowing them to manage permissions effectively. SailPoint stands out from competitors by utilizing advanced technologies like artificial intelligence and machine learning to enhance its identity governance capabilities. The company's goal is to be a trusted partner for enterprises in navigating the complexities of identity security, ensuring that they can securely manage access to their critical information.

Austin, TexasHeadquarters

2004Year Founded

$20.7MTotal Funding

IPOCompany Stage

Cybersecurity, AI & Machine LearningIndustries

1,001-5,000Employees

Risks

Emerging identity management startups increase competition, potentially eroding market share.

Rapid technological changes may outpace SailPoint's innovation, risking solution obsolescence.

Integration challenges with acquisitions like SecZetta may disrupt services or misalign strategies.

Differentiation

SailPoint specializes in managing and securing digital identities for enterprises.

The company leverages AI and machine learning to enhance identity security solutions.

SailPoint's IdentityIQ provides visibility and control over user access.

Upsides

Growing demand for remote work security boosts SailPoint's remote access management features.

Rising adoption of AI-driven identity analytics aligns with SailPoint's AI capabilities.

Increased regulatory requirements drive demand for SailPoint's identity governance solutions.

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