Agentic Technology Specialist Sales Executive

Canaan Partners; Denmark; On-site; DKK 600,000 - 900,000; Full time

Benefits offered by this job

Health benefits

Retirement plan

Paid time off

Job summary

SailPoint in Denmark seeks an Account Executive to drive growth of our Identity Security Solution. You will lead a cross-functional team of partners, presales, and customer success to close deals and deliver value.

You will own the full sales cycle, develop territory plans, and coordinate with leadership to sharpen strategy against competitors like Microsoft, Okta, and Saviynt.

Qualifications

• Bachelor's degree in IT or business preferred.
• Strong communicator across discovery calls and negotiations.
• Ability to articulate SailPoint value versus competitors.

Responsibilities

• Exceed quarterly and yearly revenue quotas.
• Tailor solutions to customer and partner inquiries.
• Develop and execute business plans per territory.
• Engage with customers and partners to maintain high service levels.
• Collaborate with marketing to execute channel plans.

Skills

Communication

Solution presentation

Team leadership

Collaboration

Territory planning

Education

Bachelor's degree (IT/Business)

Tools

Salesforce

Job description

The role

Account Executive, to sell our Identity Security Solution. To excel, the position requires an Account Executive.

Qualifications

• 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.
• Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and a broader value proposition including partner services.
• Leads 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.
• Acts as the quarterback, takes initiative, and prepares the team on what is needed from them prior to calls.
• Makes good decisions about who should engage and when, and holds people accountable for following through.
• Creates a territory or opportunity plan, outlining the steps to move from discovery to the next steps in the sales cycle.
• Works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.

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 the 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.
• Foster 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 complementary 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.

Path to success

1‑month milestones

• Establish plan for existing customers, clearly identifying opportunities for uplift over coming years and understanding account potential.
• Segment account list into your top 20 focused accounts and 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 the marketing plan.
• Work with Channel Manager on the channel plan.

2‑month milestones

• Create a stakeholder map for key partners that are influencers in your top 20 accounts and devise your 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.

3‑month milestones

• Complete territory plan and present to Sales Management.
• Provide existing account overview and account potential.
• Prioritize 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 to identify opportunities to extend the value they are receiving from SailPoint.
• Lead an operating cadence with virtual team.
• Achieve “1st Mate” enablement badge.

4‑month milestones

• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self‑generated opportunity & expected time to first sale.
• Develop strategies to approach Top 20 accounts – present to management.

6‑month milestones

• Built a pipeline of 2 to 3 times the target.
• Existing customer pipeline.
• Progress existing pipeline.
• 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.

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.

Equal Opportunity Employer

SailPoint is an equal opportunity employer and welcomes 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, or disability.

Compensation and Benefits

As a part of the total compensation package, this role may be eligible for participation in one of our performance‑based cash compensation programs – the SailPoint Corporate Bonus Plan or a role‑specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min‑max, LOCAL CURRENCY).

Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company‑paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.