Healthcare Account Executive - Northeast

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength 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 sales people to become a part of our awesome culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Identity security is the central control point for risk management for 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” – 15 years in a row.

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

• 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, which align to 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 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 partners with post-sale team to ensure consistent and ongoing coverage of 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.
• Fosters 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 forecasting and Salesforce hygiene.

1-month milestones include establishing a plan for existing customers identifying opportunities for uplift, segmenting account lists, meeting with prior account managers and partners, and working with Marketing and Channel teams.

2-month milestones include creating a stakeholder map for key partners, demonstrating Salesforce hygiene with regular updates, and meeting weekly with sales management to keep Salesforce and Clari up to date.

3-month milestones include completing territory plan and pre-sent to Sales Management, existing account overview and potential, prioritizing accounts, cleaning pipeline for 2025 opportunities, and closing the gap to target with marketing and channel plans.

6-month milestones include building a pipeline of 2 to 3 times target, progressing existing pipeline, creating new pipeline, refining go to market messaging, and achieving visibility into progress through stakeholder maps and sales dashboards.

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.

SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Benefits and Compensation vary by location. This role may be eligible for the SailPoint Corporate Bonus Plan or role-specific commission, along with potential equity participation. See below for details and standard disclosures.