Sales Executive

Ohio, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Identity Security, Cybersecurity, SoftwareIndustries

Requirements

The Account Executive must be a skilled communicator, proficient in understanding and presenting the value of SailPoint solutions compared to competitors like Microsoft, Okta, and Saviynt. They should possess the ability to provide a superior customer experience, lead virtual teams, make sound decisions, and create effective territory and opportunity plans. Experience in sales is implied, along with a deep understanding of the competitive landscape and the ability to navigate discussions across all levels of a customer's organization. Proficiency with channel management and reporting tools, including Salesforce, is also required.

Responsibilities

The Account Executive is responsible for exceeding revenue quota goals, addressing customer and partner inquiries with tailored solutions, and developing business plans for their assigned territory. They will strategically engage with customers and partners to maintain high customer service levels, collaborate with marketing on execution plans, and pursue all leads while updating internal systems. This role involves leading technical resources to demonstrate product advantages, following up post-sale to ensure ongoing account coverage and new sales opportunities, and owning all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing. They must also foster a deep understanding of their territory, including customers, prospects, partners, influencers, and competitors, and understand competitive product and technological strategies.

Skills

Sales

Communication

Discovery Calls

Needs Analysis

Opportunity Qualification

Solution Presentation

Value Proposition

Competitive Positioning

Team Leadership

Virtual Team Management

Customer Success

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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