Sales Executive-Minnesota

Position Overview

• Location Type:
• Job Type: Full time
• Salary:

SailPoint is the leader in Identity Security. Our customers represent half of the Fortune 500 and half of the ASX 50, trusting us to solve complex challenges. We are a globally growing company with an awesome culture, recognized by analysts like Gartner, Forrester, and Kuppinger Cole as the market leader in Identity Security. We help organizations understand who has access to what applications and data, positioning Identity Security as the central control point for enterprise risk management. We are proud of our team and culture, having been voted a "best place to work" for 15 consecutive years.

The Role

We are seeking an Account Executive to sell our Identity Security Solution.

Requirements

To excel in this position, an Account Executive should:

• Be a skilled communicator, adept at first engagements and discovery calls to analyze prospect needs and qualify opportunities.
• Be highly proficient in understanding and presenting the value of SailPoint solutions, including competitive positioning against Microsoft, Okta, and Saviynt.
• Provide a superior customer experience from the first discovery call, leveraging skills to competitively position our solutions and broader value proposition, including partner services.
• Be able to lead a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to achieve sales wins and customer success.
• Understand the importance of teamwork and not operate independently.
• Act as a quarterback, taking initiative and preparing the team for calls.
• Make sound decisions regarding resource engagement and ensure accountability.
• Create territory or opportunity plans outlining the steps required to progress through the sales cycle.
• Work closely with the leadership team to refine ideas and optimize sales strategies.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans that align with your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns 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 partner with the post-sale team to ensure consistent and ongoing account coverage, including identifying new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategies employed by competitive and complimentary 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 channel management and reporting tools, including accurate data entry.