Public Sector Account Executive

SailPoint; España; Hybrid; PHP 2,458,512 - 3,687,768; Full time

Job summary

SailPoint is actively seeking an Account Executive based in Romblon, España, specializing in our Identity Security Solution. The ideal candidate needs to effectively engage with prospects, lead sales initiatives, and provide a superior customer experience while collaborating with teams to achieve sales goals.

Successful candidates will demonstrate exceptional communication skills and an understanding of our offerings compared to competitors like Microsoft and Okta. This role requires business travel of approximately 50% yearly.

Qualifications

• Demonstrated success in sales with a focus on identity security solutions.
• Experience in handling discovery calls and customer engagements.
• Deep understanding of competitive positioning against companies like Microsoft and Okta.

Responsibilities

• Exceed revenue quota goals quarterly and yearly.
• Engage with customers to provide tailored solutions.
• Collaborate with marketing to execute joint marketing plans.

Skills

Skilled communicator

Proficient in sales strategy

Team collaboration

Customer experience focus

Education

Bachelor’s degree or equivalent in IT, business, or sales

Tools

Salesforce

Job description

Role

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

Qualifications

• Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify opportunities.
• 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, competitively positioning our solutions and 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.
• Works as part of a team rather than operating independently.
• Acts as the quarterback, taking initiative to prepare the team on what is needed prior to calls.
• Makes sound decisions on who should engage, when, and holds people accountable for follow‑through.
• Creates a territory or opportunity plan outlining the steps required to move from discovery to the next stages in the sales cycle.
• Works closely with the leadership team to refine ideas and make the sales strategy effective.

Key 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.
• Develop business plans that align with the assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Follow up with customers and partners with the post‑sale team to ensure consistent coverage of the 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 marketplace.
• Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Path to Success

1‑Month Milestones

• Establish plan for existing customers identifying opportunities for uplift and account potential.
• Segment account list into top 20 focused accounts and top 3 big‑bet accounts.
• Meet with former 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 top 20 accounts and devise an 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, including account overview, prioritized accounts, pipeline projection, and engagement plans.
• Meet with all existing customers to identify opportunities to extend their value from SailPoint.
• Lead an operating cadence with the virtual team.

4‑Month Milestones

• Create account plans for key accounts.
• Create 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 so customers from top 20 accounts know who you are.
• Show progress through sales stages for inbound or inherited opportunities.
• Present SailPoint value proposition internally or to customers/prospects.

6‑Month Milestones

• Build a pipeline of 2 to 3 times the target, progressing existing pipeline.
• Refine go‑to‑market strategy for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of partner collaboration, and pricing challenges.
• Complete your Captains Badge on High Spot.

Education

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

Travel

• Business travel of approximately 50% yearly is expected for this position.

Equal Opportunity

SailPoint is an equal opportunity employer and welcomes 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.