Strategic Account Executive

SailPoint Technologies Holdings, Inc.; Northern (KY); On-site; USD 124,000 - 187,000; Full time

Benefits offered by this job

Health and wellness coverage

401(k) with company matching

Paid holidays

Job summary

SailPoint is seeking a Strategic Account Executive to sell Identity Security solutions. You will own the end-to-end sales cycle, from discovery to close, coordinating a virtual team of partners, presales, deal desk, and customer success to win deals and drive customer success.

The role requires exceptional communication, ability to position SailPoint against competitors, and frequent collaboration with leadership to refine sales strategy; travel around 50% is expected.

Qualifications

• Bachelor's degree or global equivalent in IT, business or sales related field.
• Proven success in exceeding revenue quotas in enterprise account selling.
• Experience leading cross-functional virtual teams to close complex deals.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages.
• Own and oversee all aspects of the sales cycle from discovery to close.
• Coordinate with partners, presales, deal desk and customer success.

Skills

Territory sales

Account management

Strategic selling

Sales cycle leadership

Education

Bachelor's degree

Tools

Salesforce

Clari

Job description

SailPoint is theleader 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” – 15 years in a row.

The role

We are seeking an Strategic 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 Saviynt. 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.

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 that align with their specific needs and interests.
• 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.

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 milestones

• 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.

Benefits and Compensation

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): $123,750 - $187,408.00 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

Accommodation

Contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

Equal Opportunity & Diversity Commitment

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.

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats. The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities. It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986. Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations. SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business. SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.

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.