SailPoint is the leader in Identity Security, and we're seeking an Enterprise Account Executive to sell our Identity Security Solution. The role requires strong communication skills, proficiency in understanding and presenting the value of SailPoint solutions, and ability to lead a virtual team to deliver sales wins and customer success.
Requirements
- Skilled communicator in first engagements and discovery calls analyzing the prospect's needs to qualify an opportunity
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- 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
- Lead 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
- 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 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/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 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
Benefits
- Health and wellness coverage
- Disability coverage
- Life protection
- Additional life coverage options
- Flexible spending accounts for health care, and dependent care
- Financial security
- Time off benefits
- Holidays
- Sick leave
- Parental support
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits
