Strategic Account Executive

SailPoint Technologies Holdings, Inc.; Indiana (PA); Remote; USD 109,000 - 156,000; Full time

Job summary

Join a forward-thinking company as a Strategic Account Executive, where your sales skills will drive the success of innovative Identity Security solutions. In this dynamic role, you will engage with high-profile clients, lead virtual teams, and develop strategic plans to exceed sales targets. You will be part of an award-winning culture that values your contributions and offers opportunities for professional growth. If you are passionate about sales and eager to make a significant impact in a thriving industry, this is the perfect opportunity for you.

Benefits

Medical, dental, and vision insurance

401(k) with company matching

Flexible vacation policy

Paid parental leave

Employee Assistance Program (EAP)

Short-term and long-term disability coverage

Life insurance

Health Savings Account (HSA)

Flexible spending accounts

8 paid holidays annually

Qualifications

• Proven experience in sales with a focus on strategic account management.
• Ability to leverage competitive insights for effective selling.

Responsibilities

• Exceed revenue quotas through strategic account management.
• Collaborate with marketing and partners to execute business plans.

Skills

Sales Strategy

Customer Engagement

Competitive Positioning

Account Management

Communication Skills

Education

Bachelor's Degree

Sales Certifications

Tools

Salesforce

Microsoft Office Suite

Job description

Strategic Account Executive

Apply locations Remote (Ohio, USA), Remote (Indiana, USA), Remote (Kentucky, USA)

Time type: Full time

Posted on: Posted 4 Days Ago

Job requisition id: R010216

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” – 10 years in a row.

The role:

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

To excel in the position, the account executive:

1. Will be a master in first engagements and discovery calls to qualify the opportunity. After the initial engagement, we should have all the information we need to understand competitive positioning and whether we should invest further.
2. Will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
3. 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 the partners' services.
4. 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.
5. Will need to prep the team on what you need from them prior to the call.
6. Can act as the quarterback: your role is to make good decisions about who should engage and when, and make people accountable for following through.
7. Can work independently to create a territory or opportunity plan, including the steps required to get from discovery to the next step in the process.
8. Should work with the leadership team to refine your ideas to make your strategy as effective as possible.
9. Is a good listener and has the ability to assess the situation and make the best choices.

Responsibilities:

1. Exceed revenue quota goals on a quarterly and yearly basis.
2. Demonstrate the ability to address each customer's and partner's unique inquiry while providing them with the proper information and appropriate solution based on their specific needs and interests.
3. Develop business plans that align with the assigned geographic and business needs.
4. Strategically engage and work with business partners.
5. Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.
6. Follow up on all leads supplied and ensure internal systems are updated.
7. Marshal and lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
8. Follow up with clients and work with SailPoint post-sale team members to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
9. Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
10. Develop and maintain a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
11. Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space.
12. Maintain the highest level of customer and partner satisfaction within the accounts in your territory.
13. Maintain a positive, professional 'total customer service' attitude and demonstrate the company's Core Values.
14. Coordinate, plan, and schedule sales support functions with Technical Sales staff.
15. Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization.
16. Utilize all channel management and reporting tools.
17. Accurate forecasting and salesforce hygiene.

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company:

1. Establish a plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
2. Segment account list into your top 6 focused accounts & the Top 3 Big Bet accounts within this list.
3. Meet with old account managers to capture any history.
4. Meet with partners of existing accounts to understand their position and services offered.
5. Work with Marketing Manager on Marketing Plan.
6. Work with Channel Manager on Channel Plan.

Continuing to build those foundations, you should have achieved these milestones by the end of your 2nd month:

1. Create a stakeholder map for key partners that are influencers in your Top 6 accounts and devise approaches to connect with them.
2. Demonstrate SFDC hygiene with regular, accurate activity and updates.
3. Weekly meeting with sales management to keep Salesforce and Clari up to date.

Building on the foundations, you should have achieved these milestones by the end of your 3rd month:

1. Complete Territory Plan to present to Sales Management.
2. Existing account overview and account potential.
3. Prioritize accounts with account potential.
4. Clean Pipeline of potential 2025 opportunities to establish Gap to target.
5. Marketing and Channel engagement plans to close the Gap to target.
6. Client references / case studies planned.
7. Pipeline growth plan.
8. Meet with all existing customers and identify opportunities to extend the value they received from SailPoint.
9. Lead an operating cadence with the virtual team (there needs to be meetings in place with clear purpose).
10. Achieve “1st Mate” enablement badge.

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

1. Create Account plans for key accounts.
2. Create Opportunity plans for key opportunities.
3. Present forecast for self-generated opportunity & expected time to 1st sale.
4. Develop strategies to approach Top 6 accounts - presented to Management.
5. Customers from Top 6 accounts know who you are – relationship maps in SFDC completed.
6. Show progress through sales stages for any inbound/inherited opps (from 2-6).
7. Present SailPoint value proposition in front of Manager via either:
1. In front of a customer / prospect OR
2. Internally.

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

$109,200 - $156,000 - $202,800

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 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.