Federal Healthcare Sales Executive

Position Overview

• Location Type: Remote
• Employment Type: Full-time
• Salary: Not Provided

SailPoint is the leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. This strong customer base, coupled with recognition from analysts like Gartner, Forrester, and Kuppinger Cole, highlights SailPoint's market leadership. The company is expanding globally, offering opportunities within its acclaimed culture, recognized as a "best place to work" for 15 consecutive years. SailPoint addresses the critical enterprise challenge of understanding who has access to what applications and data, positioning Identity Security as the central control point for risk management.

The Role: We are seeking an Account Executive to sell our Identity Security Solution specifically to Federal Government Healthcare agencies.

Ideal Candidate Profile:

• A skilled communicator adept at first engagements and discovery calls, with a strong ability to analyze prospect needs and qualify opportunities.
• Proficient in understanding and articulating the value of SailPoint solutions, including competitive positioning against Microsoft, Okta, and Saviynt.
• Committed to providing a superior customer experience from the initial discovery call, leveraging skills to competitively position solutions and broader value propositions, including partner services.
• Capable of leading a virtual team comprising partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to achieve sales wins and ensure customer success.
• A team player who actively collaborates rather than operates independently.
• Proactive in acting as a quarterback, taking initiative, and preparing the team for calls.
• Able to make sound decisions regarding engagement timing and resource allocation, ensuring accountability.

Requirements

• Information not provided.

Responsibilities

• Exceed quarterly and yearly revenue quota goals.
• Address customer and partner inquiries accurately, providing tailored solutions that align with their specific needs and interests.
• Develop business plans that align with the assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service consistent 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 appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow up with customers and collaborate with post-sale teams to ensure consistent and ongoing account coverage, identifying 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 across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
• Utilize all available resources to achieve sales goals.