Enterprise Sales Executive

Account Executive – Identity Security Solution

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

Required Qualifications & Skills

• Skilled communicator in first engagements and discovery calls, analyzing prospects’ needs to qualify opportunities.
• Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Ability to provide a superior customer experience from the first discovery call and leverage skills in competitively positioning our solutions and a broader value proposition including partner services.
• Experience leading a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Team-oriented sales approach; does not operate independently but sells as a team.
• Quarterback role: takes initiative and prepares the team on what is needed from them prior to calls.
• Makes good decisions about who should engage and when, and holds people accountable for following through.
• Creates a territory or opportunity plan, including steps to move from discovery to next steps in the sales cycle.
• Works closely with leadership to refine ideas and make sales strategy as effective as possible.

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 or with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead the 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 coverage of the account, including 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 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, including accurate forecasting and Salesforce hygiene.

Path to Success

1‑Month Milestones

• Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential.
• Segment account list into your top 20 focused accounts and the top 3 big‑bet accounts within this list.
• Meet with old account managers to capture any history.
• Meet with partners of existing accounts to understand their position and services offered.
• Work with the Marketing Manager on a marketing plan.
• Work with the Channel Manager on a channel plan.

2‑Month Milestones

• Create a stakeholder map for key partners that are influencers in your top 20 accounts and devise your approach to connect with them.
• Demonstrate Salesforce hygiene with regular, accurate activity and updates.
• Meet weekly with sales management to keep Salesforce and Clari up to date.

3‑Month Milestones

• Complete territory plan and present to Sales Management.
• Provide existing account overview and account potential.
• Prioritize accounts with account potential.
• Clean pipeline of potential 2025 opportunities to establish gap to target.
• Develop marketing and channel engagement plans to close the gap to target.
• Plan customer references and case studies.
• Plan pipeline growth.
• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
• Lead an operating cadence with the virtual team.
• Achieve '1st Mate' enablement badge.

4‑Month Milestones

• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self‑generated opportunity and expected time to first sale.
• Develop strategies to approach top 20 accounts and present to management.
• Complete relationship maps in Salesforce so customers from top 20 accounts know who you are.
• Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5‑40).
• Present SailPoint value proposition in front of your manager via either a customer, prospect, or internally.

6‑Month Milestones

• Build a pipeline that is 2 to 3 times target.
• Add existing customer pipeline.
• Progress existing pipeline.
• Create new pipeline.
• Refine go‑to‑market for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
• Complete your Captains badge on HighSpot.

Education

Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales related field.

Travel

Business travel of approximately 50 percent yearly is expected for this position.

Equal Opportunity

SailPoint is an equal opportunity employer, and we welcome all qualified applicants. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.