Sales Executive

Minnesota, 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 presenting SailPoint solutions and their value proposition compared to competitors like Microsoft, Okta, and Saviynt. They need to be able to lead virtual teams, create territory and opportunity plans, and make effective decisions regarding team engagement. Experience in managing the entire sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing, is essential. A deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, is also required, as is the ability to navigate discussions across all levels of a customer's organization and utilize channel management and reporting tools like Salesforce.

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, collaborate with marketing on plans, and pursue all leads while updating internal systems. The role involves leading technical resources to demonstrate product advantages, following up with customers post-sale, and owning all aspects of the sales cycle. Additionally, they must understand and communicate competitive product and technological strategies and accurately forecast using reporting tools.

Skills

Sales

Communication

Discovery calls

Needs analysis

Opportunity qualification

Value proposition

Competitive positioning

Team leadership

Customer success

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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