SailPoint is the leader in Identity Security. We are seeking an Account Executive to sell our Identity Security Solution in the New England region. The role requires a skilled communicator who can provide a superior customer experience and leverage their skills in competitively positioning our solutions.
Requirements
- Skilled communicator in first engagements and discovery calls analyzing the prospects' 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 their 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
- Create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
- Work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible
- 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 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
- Flexible spending accounts
- Financial security
- Time off benefits
- Holidays
- Sick leave
- Parental support
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits
- Health Savings Account (HSA) with employer contribution
