Sales Executive-Michigan

SailPoint; India; Remote; INR 96,89,000 - 1,79,95,000; Full time

Job summary

A leading Identity Security firm is seeking an Account Executive to drive sales and manage customer relationships. This role requires a strategic focus on exceeding revenue quotas while collaborating with partners and internal teams. Ideal candidates will have strong sales skills and be comfortable engaging with customers. Competitive salary and benefits are offered, including flexibility for work locations.

Benefits

Health insurance

401(k) with company matching

Flexible vacation

Qualifications

• Ability to exceed revenue quotas quarterly and yearly.
• Strong ability to develop tailored solutions for customers.
• Experience in engaging with customers at all levels.

Responsibilities

• Lead the sales process from qualifying to closing.
• Collaborate with marketing to execute strategies.
• Manage discussions with technical decision-makers.

Skills

Collaborative teamwork

Sales strategy development

Customer engagement

Forecasting

Education

Bachelor’s degree or global equivalent

Tools

Salesforce

Job description

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This strong customer base supports a global growth strategy and a culture that welcomes top sales professionals. SailPoint is recognized by analysts such as Gartner, Forester and Kuppinger Cole as a market leader, and the company helps organizations answer who has access to what applications and data. Identity security is the central control point for risk management for the enterprise. SailPoint is proud of its team and culture, with employees voting it one of the best places to work for 15 years in a row.

The role: We are seeking an Account Executive to sell our Identity Security Solution.

To excel, the position requires an Account Executive who can lead a collaborative, team-based sales effort and act as a quarterback coordinating resources from partners, presales, deal desk, professional services, and customer success to deliver wins and sustained customer success.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address each customer’s and partner’s inquiries with accurate information and tailored solutions aligned to their needs.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of service in line with SailPoint’s core values.
• Collaborate with marketing to develop and execute plans through partners and end users.
• Pursue all leads and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow up with customers and partners with the post-sale team to ensure ongoing account coverage and new opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Communicate product and technology strategies used by competitive or complementary organizations in the SailPoint market space.
• Initiate, navigate, and manage discussions across all levels of a customer’s organization from business stakeholders to technical decision-makers.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The path to success

1-month milestones:

• Establish a plan for existing customers identifying uplift opportunities and account potential.
• Segment your top 20 accounts and Top 3 Big Bet accounts within this list.
• Meet with old account managers to capture 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 and connect with influencers in your Top 20 accounts.
• Demonstrate Salesforce hygiene with regular activity and updates.
• Met 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 potential, prioritized accounts, and clean pipeline of opportunities.
• Engage Marketing and Channel plans to close the gap to target.
• Plan customer references/case studies and a pipeline growth plan.
• Meet all existing customers to identify opportunities to extend SailPoint value and lead operating cadence with the virtual team.
• Achieve “1st Mate” enablement badge.

4-month milestones:

• Create account plans for key accounts and opportunity plans for key opportunities.
• Present forecast for self-generated opportunities and expected time to first sale.
• Develop strategies to approach Top 20 accounts and present to management.
• Complete relationship maps in Salesforce for Top 20 accounts; show progress through sales stages for inbound/inherited opportunities.
• Present SailPoint value proposition to management or in customer/prospect settings.

6-month milestones:

• Build a pipeline of 2-3x target, including existing and new opportunities.
• Refine go-to-market messaging when competing with Microsoft and Okta, highlight partner benefits and pricing considerations.
• Complete Captains badge on High Spot.

Education and Travel

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 and Benefits

SailPoint is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Benefits and compensation vary by location and employment type. This role may be eligible for the SailPoint Corporate Bonus Plan, commission, and potential equity participation. Salary ranges are determined by location and other factors.

Base salary guidance for US-based employees is estimated in the range of $109,200 - $156,000 - $202,800. Base salaries for other locations are competitive for the home location. Benefits include health insurance, disability coverage, life insurance, 401(k) with company matching, flexible vacation, holidays, sick leave, parental leave, EAP, and voluntary benefits. Other details may vary by location.

Alternative application methods are available for individuals unable to submit through this site due to disability. For accommodations, contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726. Note: Unsolicited resumes sent to this email will not be considered.