Strategic Account Executive - Agentic Technology Specialist

SailPoint; United States; Remote; USD 130,000 - 170,000; Full time

Job summary

SailPoint seeks a Strategic Account Executive – Agentic Technology Specialist to drive adoption of the SailPoint Agentic Fabric platform within enterprise accounts. This overlay sales role partners with direct sellers to win large deals and expand the footprint across IT and security stakeholders.

You will lead a virtual team of partners, presales, and services, own the full sales cycle, and craft plans from discovery to close.

Job description

The role:

We are seeking a highly motivated and experienced Strategic Account Executive – Agentic Technology Specialist to focus on selling our SailPoint Agentic Fabric platform into our enterprise accounts. This is an Overlay sales role supporting direct sellers. This role is critical in driving the adoption of these innovative solutions, and the candidates should have experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies.

To excel, the position requires an Strategic Account Executive:

• Who is curious, and possesses the ability to synthesize information at a rapid pace in a dynamic environment

• Who is a consultative seller who deeply understands how to discover mutual alignment between business value and technology solutions

• Who knows how to work across various personas within IT organizations, ideally with experience in Cybersecurity/Identity applications in addition to other modern Cloud technologies/architectures (IaaS, Cloud Data Platforms, etc)

• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify anopportunity.

• Who will be highly proficient in understanding and presenting the value of SailPoint Agentic Fabric platform 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 technicaldecision-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 accountpotential.

• 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 2026 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 keyopportunities.

• 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 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. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.