Strategic Sales Executive

Canaan Partners; United Kingdom; On-site; GBP 40,000 - 60,000; Full time

Job summary

Clutch Canada is looking for an Account Executive to sell Identity Security Solutions in the United Kingdom. The successful candidate will be a skilled communicator who can understand customer needs, work closely with a team, and exceed revenue goals. Key responsibilities include managing customer relationships, developing business plans, and leveraging team resources to secure sales. A preferred background includes a Bachelor's degree in IT, business, or sales. Business travel expected at 50% annually.

Qualifications

• Bachelor's degree or equivalent preferred but not required.
• Proven success in exceeding sales revenue quota goals.
• Ability to effectively address customer inquiries with tailored solutions.

Responsibilities

• Sell Identity Security Solutions as an Account Executive.
• Manage and foster strong customer relationships.
• Leverage team resources to achieve sales goals.
• Develop strategic business plans for assigned territories.

Skills

Skillful communicator

Proficient in presenting solutions

Team collaboration

Sales strategy development

Education

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

Tools

Salesforce

Job description

SailPoint is the leader in Identity Security. SailPoint 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 SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people 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.

The role

We are seeking an Account Executive, to sell our Identity Security Solution.

Account Executive responsibilities

• Skillful communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity.

• Highly proficient in understanding and presenting 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.

• Sell as a team – does not operate independently.

• Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.

• Make good decisions about who should engage, when, and make people accountable for following through.

• Create a territory or opportunity plan that includes the steps to move from discovery to the next steps in the sales cycle.

• Work 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 that align with 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 post‑sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.

• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and 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 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.

The 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 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.

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.

• 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.

4‑month milestones:

• Create account plans for key accounts.

• Create opportunity plans for key opportunities.

• Present forecast for self‑generated opportunities & expected time to first sale.

• Develop strategies to approach top 20 accounts – present to management.

6‑month milestones:

• Build a pipeline of 2 to 3 times target comprising 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.

• 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.

SailPoint is an equal opportunity employer, and we welcome 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, disability, veteran status.

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.