Strategic Account Executive

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, demonstrating their trust in SailPoint to solve complex challenges. We are a globally growing company, and our expanding presence creates opportunities for top salespeople to join our awesome culture. SailPoint is recognized by industry analysts like Gartner, Forrester, and Kuppinger Cole as a market leader, and we are committed to defining the market rather than following competitors. We help organizations answer critical questions about 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, which has resulted in employees voting us a "best place to work" for 15 consecutive years.

The Role: Strategic Account Executive

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

Requirements for Success:

• Skilled Communication: Proficient in first engagements and discovery calls, analyzing prospect needs to qualify opportunities.
• Solution Expertise: Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to competitors like Microsoft, Okta, and Saviynt.
• Customer Experience: Ability to provide a superior customer experience from the initial discovery call, leveraging skills in competitively positioning our solutions and broader value proposition, including partner services.
• Team Leadership: Capable of leading 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.
• Collaborative Selling: Operates as part of a team, not independently.
• Proactive Management: Acts as a quarterback, taking initiative and preparing the team for calls.
• Decision Making: Makes sound decisions regarding resource engagement and timing, ensuring accountability.
• Strategic Planning: Creates territory and opportunity plans outlining steps for sales cycle progression.
• Leadership Collaboration: Works closely with the leadership team to refine ideas and optimize sales strategy.

Responsibilities:

• Exceed Quota: Achieve and exceed revenue quota goals on a quarterly and yearly basis.
• Customer Engagement: Effectively address customer and partner inquiries by providing accurate information and tailored solutions.
• Business Planning: Develop business plans that align with assigned territories.
• Strategic Relationships: Strategically engage with customers and business partners to maintain a high level of customer service aligned with SailPoint's core values.
• Marketing Collaboration: Collaborate with marketing to develop and execute marketing plans through/with partners and end-users.
• Lead Management: Pursue all supplied leads and ensure internal systems are updated.
• Technical Resource Management: Lead appropriate technical resources to demonstrate SailPoint's advantages to customers.
• Post-Sale Follow-up: Follow up with customers and partners with the post-sale team to ensure consistent account coverage and identify new sales opportunities.
• Sales Cycle Ownership: Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Territory Understanding: Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Competitive Analysis: Understand and communicate product and technological strategies of competitive and complementary organizations in the SailPoint market space.
• Cross-Level Communication: Effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers.
• Tool Utilization: Utilize all channel management and reporting tools.