Account Executive - Identity Security

Employment Type: Full-time

Position Overview

SailPoint is the leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. We are recognized by industry analysts like Gartner, Forrester, and KuppingerCole as a market leader. Our mission is to help organizations understand who has access to what applications and data, providing a central control point for enterprise risk management. We are proud of our culture, recognized as a "best place to work" for 15 consecutive years.

We are seeking a motivated Account Executive based in Montreal, Quebec, to sell our Identity Security solutions. This role requires a collaborative individual who excels in team selling and driving sales wins.

Requirements

• Skilled Communicator: Proficient in first engagements and discovery calls, analyzing prospect needs to qualify opportunities.
• Product Knowledge: Highly proficient in understanding and presenting the value of SailPoint solutions and their competitive advantages against Microsoft, Okta, and Saviynt.
• Customer Experience: Ability to provide a superior customer experience from the initial discovery call, leveraging skills in competitive positioning and a broader value proposition that includes partner services.
• Team Leadership: Capable of leading virtual teams, including partner resources, technical presales, digital sales, deal desk, professional services, business value team, and customer success.
• Collaborative Approach: Operates as part of a team, not independently.
• Initiative: Acts as a quarterback, taking initiative and preparing the team for calls.
• Decision Making: Makes sound decisions regarding resource engagement and holds team members accountable.
• Territory Planning: Ability to create effective territory and opportunity plans, outlining steps for sales cycle progression.
• Strategic Thinking: Works closely with leadership to refine ideas and optimize sales strategies.
• Prospecting: Methodical approach to hunting for new business and growing a sales territory through rigorous prospecting.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address customer and partner inquiries by providing accurate information and tailored solutions.
• Develop business plans that align with the assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service aligned with SailPoint's core values.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end-users.
• Pursue all supplied leads and ensure internal systems are updated.
• Lead technical resources to demonstrate SailPoint's advantages to customers.
• Follow up with customers and partners post-sale to ensure consistent account coverage and identify new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technological strategies of competitive and complementary organizations in the SailPoint market space.
• Effectively initiate, navigate, and manage discussions.

Company Information

SailPoint is the leader in Identity Security. Our customer base includes half of the Fortune 500 and half of the ASX 50. We are recognized as a market leader by industry analysts and are committed to defining the market through innovation. We foster an awesome culture, leading to our employees voting us "best places to work" for 15 consecutive years.