Account Executive - Identity Security Solution

Employment Type: Full-time

Position Overview

SailPoint is the industry leader in Identity Security, serving a significant portion of the Fortune 500 and ASX 50. We are a globally growing company with an awesome culture, recognized by analysts like Gartner, Forrester, and KuppingerCole as a market leader. 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. Our commitment to our team has resulted in us being voted a "best place to work" for 15 consecutive years.

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

Requirements

To excel in this role, an Account Executive must:

• Be a skilled communicator, adept at first engagements and discovery calls to analyze prospect needs and qualify opportunities.
• Demonstrate proficiency in understanding and presenting the value of SailPoint solutions, effectively comparing them against competitors like Microsoft, Okta, and Saviynt.
• Provide a superior customer experience from the initial discovery call, leveraging skills in competitive positioning and articulating a broader value proposition, including partner services.
• Lead virtual teams comprising partner resources, presales, partner managers, deal desk, professional services, BVA teams, and customer success to achieve sales wins and customer success.
• Operate collaboratively, selling as a team rather than independently.
• Act as a quarterback, taking initiative to prepare team members for calls and ensuring clarity on required contributions.
• Make sound decisions regarding resource engagement timing and hold team members accountable for follow-through.
• Develop territory and 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 customer and partner inquiries by providing accurate information and tailored solutions.
• Develop business plans that align with assigned territories.
• Strategically engage with customers and business partners to maintain a high level of customer service aligned 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 accurately.
• Lead appropriate technical resources to effectively demonstrate SailPoint's advantages to customers.
• Follow up with customers and partner with post-sale teams to ensure consistent account coverage and identify 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 the 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 channel management and reporting tools, ensuring accurate data entry.

Company Information

SailPoint is the leader in Identity Security. Our customer base includes half of the Fortune 500 and half of the ASX 50. This strong customer community, along with our partners and analysts, trusts SailPoint and our team to solve complex challenges. We are recognized by leading industry analysts and continue to drive market definition. Our mission is to help organizations understand and manage access to their applications and data, recognizing Identity Security as the central control point for enterprise risk management. We are proud of our team and our culture, which has led to our employees voting us "best places to work" for 15 consecutive years.