Enterprise Account Executive

Overview

Sail Point is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This strong customer base provides a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally, and expanding our global presence creates opportunities for top salespeople to join our culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as a market leader. Our focus is on helping organizations understand who has access to what applications and data, and why it matters for risk management in the enterprise.

We are proud of our team and the culture we have built, which has led to our employees voting us “best places to work” for 15 years in a row.

The role:

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

To excel, the position requires an account executive who is a skilled communicator in first engagements and discovery calls, capable of qualifying opportunities by understanding customer needs. The ideal candidate will articulate SailPoint’s value and how it compares to Microsoft, Okta, and Saviynt, and will deliver a superior customer experience from the initial discovery call, leveraging competitive positioning and a broader value proposition including partner services.

The candidate will lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, the BVA team, and customer success to deliver sales wins and ongoing customer success. This role is a team-based seller who acts as quarterback, takes initiative, and prepares the team for each call. The person will decide who should engage and when, and create territory or opportunity plans outlining steps from discovery to the next stages in the sales cycle.

The role requires close collaboration with the leadership team to refine strategy and maximize sales effectiveness.

Responsibilities:

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address each customer’s and partner’s inquiries with accurate information and tailored solutions aligned to their needs.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and business partners to maintain high levels of service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute plans through/with partners and end users.
• Pursue all leads and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages.
• Follow up with customers and partner with the post-sale team to ensure ongoing coverage and new opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Develop deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technology strategies of competitors and complementary organizations in the SailPoint market space.
• Initiate, navigate, and manage discussions across all levels of a customer’s organization.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The path to success:

1-month milestones:

• Establish a plan for existing customers identifying uplift opportunities and account potential.
• Segment account list into top 20 focused accounts and Top 3 Big Bet accounts.
• Meet with former account managers to capture history and with partners to understand services offered.
• Collaborate with Marketing and Channel Managers to align plans.

2-month milestones:

• Create a stakeholder map for key partners influential in Top 20 accounts and plan connections.
• 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 it to Sales Management, including existing account overview, prioritized accounts, and a clean pipeline.
• Develop marketing and channel engagement plans to close the gap to target.
• Meet…