Enterprise Account Executive-Southern California

SailPoint; Oregon; Hybrid; USD 113,000 - 170,000; Full time

Benefits offered by this job

Health and wellness coverage

401(k) with company match

Paid holidays and vacation

Job summary

SailPoint is seeking a high-energy sales professional to lead strategic opportunities with a focus on territory planning and cross-functional collaboration. You will drive revenue by qualifying opportunities, presenting SailPoint solutions against competitors, and orchestrating a team of presales, partners, and customer success through the sales cycle.

You will own the end-to-end process from discovery to closing, ensuring customer needs are met and value is demonstrated.

Qualifications

• Must be a strong communicator and able to qualify opportunities in initial engagements.
• Ability to present SailPoint value vs competitors.
• Experience leading cross-functional sales teams to close deals.
• Ability to create territory and opportunity plans from discovery to next steps.

Responsibilities

• Exceed quarterly and annual revenue quotas.
• Address customer and partner inquiries with tailored solutions.
• Develop territory business plans and execute marketing strategies.
• Collaborate with partners and end users to drive demand and wins.
• Lead technical resources for demonstrations and SailPoint value.
• Own the full sales cycle from qualification to closing.

Skills

Skilled communicator

Discovery calls

Territory planning

Team selling

Lead virtual cross-functional team

Decisive quarterback

Sales strategy

Opportunity qualification

Education

Bachelor's degree in IT / business / sales

Tools

Salesforce

Job description

Job Overview

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 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.

The role

• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
• 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 does notoperate independently, instead sells as a team.
• Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
• Who can make good decisions about who should engage and when and make people accountable for following through.
• 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.

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, which align to 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 plansthrough/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 with post-sale team toensure consistent and ongoing coverage of account, including new salesopportunities.
• Own and oversee all aspects of the sales cycle, including qualifying,presentations, demonstrations, RFP responses, negotiations, and the closingprocess.
• Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategiesemployed 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.

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, or 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.

Benefits and Compensation

We estimate the base salary, for US-based employees, will be in this range from (min-max, USD): $112,550 - $170,448.00

Base salaries for employees based in other locations are competitive for the employee's home location.

Benefits Overview

• 1. Health and wellness coverage: Medical, dental, and vision insurance
• 2. Disability coverage: Short-term and long-term disability
• 3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
• 4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
• 5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
• 6. Financial security: 401(k) Savings and Investment Plan with company matching
• 7. Time off benefits: Flexible vacation policy
• 8. Holidays: 8 paid holidays annually
• 9. Sick leave
• 10. Parental support: Paid parental leave
• 11. Employee Assistance Program (EAP) and Care Counselors
• 12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
• 13. Health Savings Account (HSA) with employer contribution

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact 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.