Identity Security Account Executive - Gov & Education

sailpoint; United States; On-site; USD 120,000 - 180,000; Full time

Job summary

SailPoint is a leading Identity Security company trusted by many Fortune 500 and ASX 50 customers. We seek an Account Executive to sell our Identity Security solutions to State, Local and Higher Education organizations.

You will lead discovery, demonstrate value, and coordinate a virtual team across partners, presales, and customer success to drive wins and long-term success. You will collaborate with leadership to refine sales strategy, translate customer needs into tailored solutions, and

Qualifications

• Exceed revenue quota goals on a quarterly and yearly basis.
• Lead a virtual team of partner resources, presales, deal desk, and customer success.
• Create a territory or opportunity plan to move from discovery to next steps.
• Collaborate with leadership to refine sales strategy.
• Understand SailPoint's value proposition and differentiate from competitors.

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, 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 plans through/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 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.
• Understand and communicate all product and technological strategies employed 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.

Skills

Quota attainment

Territory planning

Salesforce

Cross-functional collaboration

Communication

Tools

Salesforce

Job description

SailPoint is a leading Identity Security company trusted by many Fortune 500 and ASX 50 customers. We seek an Account Executive to sell our Identity Security solutions to State, Local and Higher Education organizations.

You will lead discovery, demonstrate value, and coordinate a virtual team across partners, presales, and customer success to drive wins and long-term success. You will collaborate with leadership to refine sales strategy, translate customer needs into tailored solutions, and