Account Executive- SLED

SailPoint; California; On-site; USD 120,000 - 190,000; Full time

Job summary

SailPoint is seeking a Senior SLED Account Executive to sell our Identity Security Solution across government and large organizations. You will translate complex security concepts into business value, differentiate SailPoint from competitors, and lead virtual teams of partners, presales, and services to win deals.

The role requires a strategic hunter mindset, territory planning, pipeline development, and close collaboration with marketing and channel teams.

Qualifications

• Bachelor's degree or global equivalent in an IT, business or sales related field.
• Ability to lead a virtual cross-functional team including presales, partner resources, deal desk and services.

Responsibilities

• Lead a virtual team of partners, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Create a territory or opportunity plan, including steps from discovery to next steps in the sales cycle.
• Collaborate with leadership to refine your ideas and make your sales strategy effective.
• Strategically engage with customers and business partners to maintain high levels of customer service.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Maintain Salesforce hygiene with regular, accurate activity and updates.

Skills

Account planning

Strategic selling

Partner management

Education

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

Tools

Salesforce

Clari

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

• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
• Who can 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.
• Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
• Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.
• 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.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Follow-up with customers and partner with 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.
• Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• 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.
• Segment account list into your 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.
• 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.
• Met weekly with sales management to keep Salesforce and Clari up to date.
• Built 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, etc.

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.

Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.

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
• Create account plans for key accounts.
• Present forecast for self-generated opportunity & expected time to 1st sale.
• Develop strategies to approach Top 20 accounts - present to management.
• Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are.
• Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40).
• Present SailPoint value proposition in front of manager via either: customer / prospect or internally.

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.

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.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad 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. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short-term and long-term disability
Life insurance and Accidental Death & Dismemberment (AD&D)
Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Flexible vacation policy
Holidays: 8 paid holidays annually
Parental support: Employee Assistance Program (EAP) and Care Counselors
Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution

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.