Enterprise Account Executive

Barclays Bank Plc; Newcastle upon Tyne; Hybrid; GBP 70,000 - 100,000; Full time

Job summary

A leading technology firm is seeking an experienced Enterprise Account Executive specializing in Agentic Technology solutions. The role focuses on selling innovative cybersecurity and identity security technologies to enterprise accounts across the UK. Candidates should excel in consultative selling, understanding IT stakeholders’ needs, and possess a strong analytical toolkit. This position demands strategic engagement with partners and customers to exceed sales quotas while enhancing customer experience and satisfaction. Join a vibrant team recognized for its positive culture.

Qualifications

• Experience as a specialist sales executive in a dynamic team-based environment.
• Ability to work across various IT personas.
• Demonstrated expertise in presenting Sail Point's technology solutions.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address customer inquiries with accurate information.
• Collaborate with marketing to develop targeted plans.
• Lead technical resources for customer demonstrations.
• Foster a deep understanding of the Identity Intelligence landscape.

Skills

Curiosity and ability to synthesize information

Consultative selling

Relationship building

Analytical tool utilization

Experience in IT and Cybersecurity

Education

Bachelor's degree or global equivalent in IT, business, or sales

Tools

Salesforce

Job description

Sail Point is the leader in Identity Security. Sail Point customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust Sail Point and our team to solve complex challenges. Sail Point continues to grow globally and expanding our global presence creates opportunities for top salespeople 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. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. 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.

Role

We are seeking a highly motivated and experienced Enterprise Account Executive - Agentic Technology Specialist in the UK, to focus on selling our Agentic related technology solutions (specifically, Machine Identity Security, Data Access Security, and Agent Identity Security offerings) into our enterprise accounts. This is an Overlay sales role supporting direct sellers. This role is critical in driving the adoption of these innovative solutions, and the candidates should have experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies.

To excel, the position demands an Account Executive who:

• Is curious, and possesses the ability to synthesize information at a rapid pace in a dynamic environment
• Is a consultative seller who deeply understands how to discover mutual alignment between business value and technology solutions
• Knows how to work across various personas within IT organizations, ideally with experience in Cybersecurity/Identity applications in addition to other modern Cloud technologies/architectures (IaaS, Cloud Data Platforms, etc.)
• Develops strong relationships and can operate at all levels - from IT executives to individual contributors
• Understands how to scale, can work in an environment where empowering other Account resources can deliver positive business outcomes
• Utilizes analytical tools and complex data to drive programs and plays
• Has worked as a specialist sales executive (overlay, co-prime, etc) in a dynamic team- based matrix selling environment
• Can demonstrate expertise in understanding and presenting the value of Sail Point's Agentic Technology solutions and how they compare to competitive offerings as well as relate to the broader Sail Point product set.
• Provides a superior customer experience from the first discovery call, leveraging skills in competitively positioning our solutions and a broader value proposition, including partner services.
• Develops territory and opportunity plans that outline the steps required to progress from discovery to the next stages in the sales cycle.
• Builds internal programs and enablement to help scale the larger sales organization around the Agentic product set.
• Works closely with the leadership team to refine ideas and optimize sales strategies.
• Upholds Sail Point's culture by reflecting our 4 I's values.

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 related to data, AI, and identity intelligence.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with Sail Point's core values
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users, specifically targeting the Identity Intelligence market.
• Pursue all leads supplied and ensure internal systems are updated
• Lead the appropriate technical resources to demonstrate Sail Point's advantages to the customer
• Follow up with customers and partner with the post-sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities
• Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and RFP responses
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape
• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the Sail Point market space
• Effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers, including IT personas focused on cybersecurity, AI, data, and enterprise architecture
• Utilize all reporting tools including accurate forecasting and Salesforce hygiene

Internal Enablement and Internal Program Building

• Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Identity Intelligence opportunities within their accounts
• Collaborate with Account Executives to develop comprehensive strategic account plans that incorporate Agentic Technology solutions
• Build internal programs to foster collaboration and partnership between the Identity Intelligence Specialist team and the broader sales organization

Education

Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.