Strategic Account Executive- NYC Metro

Clutch Canada; Connecticut; On-site; USD 90,000 - 140,000; Full time

Job summary

SailPoint is seeking an Account Executive to sell our Identity Security Solution. The role requires a skilled communicator who can lead a virtual team of partners, presales, and customer success to drive sales wins and customer success.

You will develop territory plans and position SailPoint against competitors like Microsoft, Okta, and Saviynt. The ideal candidate will excel in discovery calls, qualify opportunities, and deliver a superior customer experience from first engagement through the

Qualifications

• Exceed quarterly and annual revenue quotas.
• Develop and execute territory plans.
• Lead technical resources to demonstrate SailPoint's advantages.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address customer and partner inquiries with tailored solutions.
• Develop business plans aligned to territory.
• Collaborate with marketing to execute plans with partners and end users.
• Lead technical resources to demonstrate SailPoint's advantages.
• Follow up with customers and partner with post-sales.

Skills

Communication

Solution selling

Team leadership

Territory planning

Account selling

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 grow globally and expanding our global presence creates opportunities for top sales people 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 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