Federal Healthcare Sales Executive

SailPoint Technologies Holdings, Inc.; Virginia (MN); Remote; USD 90,000 - 130,000; Full time

Job summary

A leading company in Identity Security is seeking a Federal Healthcare Sales Executive to drive sales into government healthcare agencies. This role involves developing strategic business plans, exceeding revenue goals, and collaborating with partners to deliver tailored solutions. Candidates should possess strong communication skills and a preferred background in IT or business.

Qualifications

• Skilled communicator in initial engagements and discovery calls.
• Proficient in understanding and presenting SailPoint solutions.
• Ability to lead a virtual team for sales wins.

Responsibilities

• Exceed revenue quota goals quarterly and annually.
• Develop business plans aligned with your territory.
• Own all sales cycle aspects, including qualifying and closing.

Skills

Communication

Sales Strategy

Customer Engagement

Education

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

Job description

Federal Healthcare Sales Executive page is loaded

Federal Healthcare Sales Executive

Apply locations: Remote (Maryland, USA), Remote (Virginia, USA)

Time type: Full time

Posted on: Posted Yesterday

Job requisition id: R010640

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 part of our culture.

We are recognized by analysts such as Gartner, Forester, and Kuppinger Cole as the market leader, and we continue to define the market rather than follow competitors. Organizations struggle to understand who has access to what applications and data, and we help them answer these questions. Identity security is the central control point for enterprise risk management.

We are proud of our team and culture, which has led to our employees voting us “best places to work” for 15 years in a row.

The role:

We are seeking a Account Executive to sell our Identity Security Solution into the Federal Government, focusing on Healthcare agencies.

To excel, the Account Executive:

• Is a skilled communicator in initial engagements and discovery calls, analyzing prospects’ needs to qualify opportunities.
• Is highly proficient in understanding and presenting the value of SailPoint solutions, comparing them to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call, leveraging skills in competitive positioning and broader value propositions including partner services.
• Can lead a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Operates as part of a team, not independently.
• Acts as the quarterback, taking initiative and preparing the team for calls.
• Makes good decisions about engagement timing and accountability.
• Creates territory or opportunity plans outlining steps from discovery to the next sales cycle stages.
• Works closely with leadership to refine sales strategies for effectiveness.

Responsibilities:

• Exceed revenue quota goals quarterly and annually.
• Address customer and partner inquiries with accurate, tailored solutions.
• Develop business plans aligned with your territory.
• Engage strategically with customers and partners to maintain high service levels.
• Collaborate with marketing on plans executed through partners and end users.
• Pursue all leads and keep internal systems updated.
• Lead technical demonstrations showing SailPoint’s advantages.
• Follow-up post-sale to ensure ongoing account coverage and identify new opportunities.
• Own all sales cycle aspects, including qualifying, presentations, demos, RFPs, negotiations, and closing.
• Deeply understand the territory, including customers, prospects, partners, influencers, and competitors.
• Communicate product and technological strategies of competitors and complementary organizations.
• Manage discussions across all organizational levels.
• Utilize channel management and reporting tools, including forecasting and Salesforce hygiene.

The path to success:

1-month milestones:

• Establish a plan for existing customers, identifying uplift opportunities and potential.
• Segment account list into top 20 accounts and top 3 Big Bet accounts.
• Meet with previous account managers and partners for historical insights.
• Coordinate with marketing and channel managers on respective plans.

2-month milestones:

• Create stakeholder maps for key partners in top accounts and develop connection strategies.
• Maintain Salesforce hygiene with regular activity updates.
• Meet weekly with sales management to keep Salesforce and Clari current.

3-month milestones:

• Complete territory plan and present to sales management.
• Review existing accounts, potential, and pipeline gaps.
• Plan marketing and channel engagement strategies.
• Gather customer references and case studies.
• Develop pipeline growth plan.
• Meet with existing customers to identify value extension opportunities.
• Lead virtual team operating cadence.
• Achieve “1st Mate” enablement badge.

4-month milestones:

• Create account and opportunity plans for key accounts.
• Present forecast for self-generated opportunities and expected sales timeline.
• Develop strategies for approaching Top 20 accounts and present to management.
• Complete relationship maps in Salesforce.
• Show progress in sales stages for inbound opportunities.
• Present SailPoint’s value proposition internally or to customers.

6-month milestones:

• Build a pipeline of 2-3 times the target.
• Progress existing pipeline and develop new pipeline.
• Refine go-to-market messaging, highlighting competitive advantages.
• Achieve “Captain’s badge” on High Spot.

Education: Bachelor's degree or equivalent in IT, business, or sales preferred but not required.

Travel: Approximately 50% business travel expected annually.

SailPoint is an equal opportunity employer, welcoming everyone to join our team. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.