Note: The job is a remote job and is open to candidates in USA. SailPoint is the leader in Identity Security, serving half of the Fortune 500 and ASX 50. They are seeking a highly motivated and experienced Enterprise Account Executive to sell their Agentic related technology solutions into enterprise accounts, focusing on driving adoption and providing superior customer experiences.
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, 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
Skills
- Experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies
- 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 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
- Does not operate independently, instead sells as a team
- Can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
- Can make good decisions about who should engage and when and make people accountable for following through
- Can 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
- Will work closely with the leadership team to refine ideas and make sales strategy as effective as possible
- 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 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
- Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential
- Segment account list into top 20 focused accounts & 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 Marketing Manager on marketing plan
- Work with Channel Manager on channel plan
- Create a stakeholder map for key partners that are influencers in Top 20 accounts and devise 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
- Complete territory plan and present to Sales Management
- Existing account overview and account potential
- Prioritized accounts with account potential
- Clean pipeline of potential 2025 opportunities to establish gap to target
- Marketing and channel engagement plans to close the Gap to target
- Customer references / case studies planned
- Pipeline growth plan
- Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint
- Lead an operating cadence with virtual team
- Achieve “1st Mate” enablement badge
- Create account plans for key accounts
- Create opportunity plans for key opportunities
- Present forecast for self-generated opportunity & expected time to 1st sale
- Develop strategies to approach Top 20 accounts - present to management
- Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are
- Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40)
- Present SailPoint value proposition in front of manager via either: customer / prospect or internally
- Built a Pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline, and 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
- Bachelor's degree or global equivalent in an IT, business or sales related field
Benefits
- Medical, dental, and vision insurance
- Short-term and long-term disability
- Life insurance and Accidental Death & Dismemberment (AD&D)
- Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- 401(k) Savings and Investment Plan with company matching
- Flexible vacation policy
- 8 paid holidays annually
- Sick leave
- Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
- SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation
Company Overview
Company H1B Sponsorship