[Hiring] Enterprise Account Executive @SailPoint

Role Description

We are seeking an Enterprise Account Executive to sell our Identity Security Solution.

• Skilled communicator in first engagements and discovery calls, analyzing the prospects' needs to qualify an opportunity.
• Highly proficient in understanding and presenting the value of SailPoint solutions compared to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call.
• Leverages skills in competitively positioning our solutions and broader value proposition including partner services.
• Leads 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.
• Sells as a team rather than independently.
• Acts as the quarterback; takes initiative and prepares the team on what is needed prior to calls.
• Makes good decisions about who should engage and when, holding people accountable for following through.
• Creates a territory or opportunity plan, outlining steps required to progress from discovery to the next steps in the sales cycle.
• Works closely with the leadership team to refine ideas and enhance sales strategy effectiveness.

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.
• Develop business plans aligned with assigned territory.
• Strategically engage with customers and business partners to maintain high levels of customer service.
• 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 appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Follow up with customers and partner with post-sale team to ensure ongoing coverage of accounts.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing process.
• Foster 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 complementary organizations.
• Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

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

• Health and wellness coverage: Medical, dental, and vision insurance.
• Disability coverage: Short-term and long-term disability.
• Life protection: Life insurance and Accidental Death & Dismemberment (AD&D).
• Additional life coverage options: Supplemental life insurance for employees, spouses, and children.
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account.
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Time off benefits: Flexible vacation policy.
• Holidays: 8 paid holidays annually.
• Sick leave.
• Parental support: Paid parental leave.
• Employee Assistance Program (EAP) and Care Counselors.
• Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance options.
• Health Savings Account (HSA) with employer contribution.