Healthcare Sales Executive

SailPoint; Kentucky; On-site; USD 70,000 - 90,000; Full time

Job summary

A leading Identity Security company is seeking a Healthcare Account Executive to sell its solutions. The ideal candidate will excel in customer engagement, demonstrate strong sales skills, and collaborate with a virtual team. Responsibilities include exceeding revenue goals and managing the sales cycle from discovery to closing. A bachelor's degree and sales experience are preferred. Competitive salary and benefits offered.

Benefits

Eligible for corporate bonus plan

Potential for equity participation

Travel expenses covered

Qualifications

• Minimum of 2 years of sales experience in a similar role.
• Strong understanding of identity security solutions.
• Ability to analyze client needs and present tailored solutions.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address each customer’s inquiries with accurate information.
• Own and oversee all aspects of the sales cycle.

Skills

Skilled communicator

Account management

Sales strategy development

Customer engagement

Competitor analysis

Education

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

Tools

Salesforce

Job description

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This strength provides 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 sales people to be part of our culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as a leader in the market. 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:

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

To excel, the position requires an account executive who is a skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity. The candidate will be proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. They 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. They 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. They do not operate independently, but sell as a team. They can act as the quarterback, take initiative and prep the team on what is needed prior to calls, make good decisions about who should engage and when, create a territory or opportunity plan, and work closely with leadership to refine sales strategy.

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.
• Develop business plans aligned to the assigned territory.
• Strategically engage with customers and partners to maintain high levels 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 and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages.
• 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 (qualifying, presentations, demonstrations, RFP responses, negotiations, closing).
• Develop territory knowledge including customers, prospects, partners, influencers and competitors.
• Understand and communicate product and technology strategies of competitors and related organizations in SailPoint’s market.
• Initiate and manage discussions with all levels of a customer’s organization.
• Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The path to success:

1-month milestones:

• Establish plan for existing customers identifying uplift opportunities and account potential.
• Segment account list into top 20 focused accounts and Top 3 Big Bet accounts.
• Meet with old account managers and partners to understand history and available services.
• Coordinate with Marketing and Channel managers on plans.

2-month milestones:

• Create a stakeholder map for key partners and demonstrate Salesforce hygiene with regular activity.
• Weekly meetings with sales management to keep Salesforce and Clari up to date.

3-month milestones:

• Complete territory plan and present to Sales Management with existing account overview, prioritized accounts, clean pipeline, and engagement plans.
• Meet existing customers to identify opportunities to extend SailPoint value; lead operating cadence with virtual team.
• Achieve enablement milestones.

4-month milestones:

• Create account plans for key accounts and opportunity plans for key opportunities.
• Present forecast for self-generated opportunities and time to first sale.
• Develop strategies to approach Top 20 accounts and complete relationship maps in Salesforce.

6-month milestones:

• Build a pipeline 2–3x target and refine go-to-market messaging, including competitive positioning against Microsoft and Okta; highlight partner benefits and pricing considerations.
• Complete Captain’s badge on High Pot.

Education and Travel: Preferred but not required: Bachelor’s degree or global equivalent in IT, business or sales. Travel expected approximately 50% per year.

SailPoint is an equal opportunity employer and we welcome everyone to 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. Benefits and compensation vary by location and role. Eligible for corporate bonus plan or role-specific commission, with potential equity participation. Base salary range for US-based employees is typically provided (min-mid-max).

SailPoint is an equal opportunity employer. Alternative methods of applying are available for individuals with disabilities. For accommodations, contact [e-mail] or 11120 Four Points Dr, Suite 100, Austin, TX 78726. Note: Unsolicited resumes sent to this email will not be considered.

Seniorities, Employment type, Job function, Industries

• Seniority level: Entry level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Software Development

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