Key Accounts Director-NY Metro

Savvy; New Jersey; On-site; USD 131,000 - 198,000; Full time

Benefits offered by this job

Health and vision insurance

Disability coverage

Life insurance

Dependent coverage options

Flexible spending accounts

401(k) with company match

Flexible vacation

8 paid holidays

Sick leave

Parental leave

Employee Assistance Program

Voluntary benefits

Job summary

SailPoint is seeking an Account Executive to sell our Identity Security Solution. The role requires a skilled communicator in discovery calls, the ability to articulate the value against competitors, and a track record of delivering customer success through a team-based approach.

You will lead a virtual team across partners, presales, and customer success, develop territory plans, and drive pipeline from discovery through to closure.

Qualifications

• Strong communicator in first engagements and discovery calls.
• Proficient in presenting SailPoint's value and differentiating from competitors.
• Ability to lead virtual cross-functional team and manage deal process.
• Bachelor's degree preferred; travel ~50%.

Responsibilities

• Sell SailPoint Identity Security solutions to target accounts.
• Lead virtual team of partners, presales, partner manager, deal desk, PS, and customer success.
• Develop territory and account plans; map stakeholders and plan engagement.
• Drive pipeline and forecast through discovery to closure; manage customer relationships.

Skills

Communication

Discovery calls

Value proposition

Team leadership

Strategic planning

Sales cycle management

Education

Bachelor's degree or global equivalent

Tools

Salesforce

Clari

HighSpot

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. SailPoint continues to growglobally 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:

We are seeking an 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 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
• 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 not operate 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.

The path to success:

1-month milestones:

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

2-month milestones:

• 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.

3-month milestone

• 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
• Achieve “1st Mate” enablement badge.

4-month milestones:

• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• 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.

6-month milestones:

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.

Complete your Captains badge on HighSpot.

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.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

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. We estimate the base salary, for US-based employees, will be in this range from (min-max, USD):

$130,750 - $197,955.

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

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.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.