Commercial Account Executive

SailPoint•Austin, CO

2d•Onsite

About The Position

The US Commercial AE role requires an experienced, motivated sales professional to manage and expand a SailPoint Customer Install Base territory. This position is responsible for selling SailPoint’s Identity Security solutions to end users and channel partners, leveraging all routes to market. Success is defined by a thorough understanding of the client's business, the development of compelling value proposals, and the maintenance of trusted senior-level relationships. Furthermore, the US Commercial AE is expected to meet and exceed the financial expectations of the business. First 30 Days: Foundation and Learning The primary focus in the first month is to build a strong foundation. This involves internalizing SailPoint's culture, processes, and solutions. Internalize Company & Team Culture: Learn and align with company core values and maintain a "total customer service" attitude. Build relationships with your internal team, including Sales Engineers (SEs), leadership, Partners, and Professional Services. Complete Foundational Training: Complete 100% of mandatory corporate training and sales methodology coursework. Gain a deep understanding of SailPoint's Identity Security solutions. Learn the Tools and Processes: Become proficient with internal systems like Salesforce (SFDC) and Clari. Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene. Begin Customer and Partner Outreach: Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings. Begin building relationships with key decision-makers and buyers in your accounts. First 60 Days: Strategic Planning and Engagement In the second month, the focus shifts from learning to strategic planning and initiating contact with customers and partners. Develop Your Business Plan: Create a strategic territory plan to identify growth opportunities, including whitespace analysis. For those on the Install Base team, develop heat maps and identify top accounts for modernization and add-on opportunities and work closely with your Regional Partner Manager in identifying strategic Partners within your territory Start Building Pipeline: Actively work on lead-up from marketing and partners. Start generating new qualified pipeline to contribute to your monthly goals. First 90 Days: Execution and Ramping By the end of the first quarter, the focus is on active selling, managing your pipeline, and demonstrating command of your business. Manage the Full Sales Cycle: Independently lead all aspects of the sales process, from qualifying opportunities to negotiation. Marshal technical and sales support resources effectively to demonstrate SailPoint's value. Build and Forecast Your Pipeline: Work towards achieving the goal of maintaining a total active pipeline that is 3x your annual budget. Refine your forecasting skills to accurately project "Commit" and "Best Case" deals, aiming for 95-110% accuracy. Deliver Initial Results: Closing deals and generating revenue. Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives. Operational Excellence and Professional Skills Beyond the numbers, success involves demonstrating strong professional skills and adherence to company processes. Data Hygiene: Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly. Strategic Planning: Develop and execute effective territory and account plans. Training Compliance: Complete 100% of mandatory corporate training on schedule. Customer Relationship Management: Build and maintain trusted relationships with senior-level decision-makers. Collaboration: Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.). Executive Presence: Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives. Success in role for a Commercial Account Executive (AE) at SailPoint is measured across four key areas: financial results, pipeline and activity management, operational discipline, and stakeholder collaboration.

Requirements

5+ years of Business to Business sales experience.
2 years in the Identity Management or Security Industries.
Proven results in a quota-oriented sales environment.
Understanding of technology and technological innovations.
Proven negotiation skills.
Ability to persuade and influence decision makers and executives.
Effective at presenting to executive management, i.e. C-Level.
Professionalism, personal integrity, a high internal commitment to achieve success.
Ability to build and maintain a vast network of professional relationships over a long period of time.
Strong oral and written communication skills.

Nice To Haves

Experience managing and expanding a SailPoint Customer Install Base territory.
Experience selling SailPoint’s Identity Security solutions.
Experience leveraging all routes to market.
Experience developing compelling value proposals.
Experience maintaining trusted senior-level relationships.
Experience meeting and exceeding financial expectations.
Experience internalizing company culture, processes, and solutions.
Experience completing foundational training.
Experience gaining a deep understanding of SailPoint's Identity Security solutions.
Experience becoming proficient with internal systems like Salesforce (SFDC) and Clari.
Experience understanding the process for lead follow-up and weekly reporting.
Experience scheduling and conducting customer, prospect, and partner planning meetings.
Experience building relationships with key decision-makers and buyers.
Experience developing a strategic territory plan.
Experience identifying growth opportunities, including whitespace analysis.
Experience developing heat maps and identifying top accounts for modernization and add-on opportunities.
Experience working closely with Regional Partner Manager in identifying strategic Partners.
Experience actively working on lead follow-up from marketing and partners.
Experience generating new qualified pipeline.
Experience independently leading all aspects of the sales process.
Experience marshalling technical and sales support resources effectively.
Experience building and forecasting pipeline.
Experience maintaining a total active pipeline that is 3x annual budget.
Experience refining forecasting skills to accurately project "Commit" and "Best Case" deals.
Experience closing deals and generating revenue.
Experience demonstrating strong executive presence.
Experience articulating compelling business value and ROI to C-level executives.
Experience maintaining 100% accuracy in Salesforce (SFDC) and Clari.
Experience developing and executing effective territory and account plans.
Experience completing 100% of mandatory corporate training on schedule.
Experience building and maintaining trusted relationships with senior-level decision-makers.
Experience ensuring consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.).
Experience effectively creating and managing conversations with stakeholders at all levels.

Responsibilities

Manage and expand a SailPoint Customer Install Base territory.
Sell SailPoint’s Identity Security solutions to end users and channel partners.
Develop compelling value proposals.
Maintain trusted senior-level relationships.
Meet and exceed financial expectations.
Internalize company culture, processes, and solutions.
Complete foundational training.
Gain a deep understanding of SailPoint's Identity Security solutions.
Become proficient with internal systems like Salesforce (SFDC) and Clari.
Understand the process for lead follow-up and weekly reporting.
Schedule and conduct customer, prospect, and partner planning meetings.
Build relationships with key decision-makers and buyers.
Develop a strategic territory plan.
Identify growth opportunities, including whitespace analysis.
Develop heat maps and identify top accounts for modernization and add-on opportunities.
Work closely with Regional Partner Manager in identifying strategic Partners.
Actively work on lead follow-up from marketing and partners.
Generate new qualified pipeline.
Independently lead all aspects of the sales process.
Marshal technical and sales support resources effectively.
Build and forecast pipeline.
Maintain a total active pipeline that is 3x annual budget.
Refine forecasting skills to accurately project "Commit" and "Best Case" deals.
Close deals and generate revenue.
Demonstrate strong executive presence.
Articulate compelling business value and ROI to C-level executives.
Maintain 100% accuracy in Salesforce (SFDC) and Clari.
Develop and execute effective territory and account plans.
Complete 100% of mandatory corporate training on schedule.
Build and maintain trusted relationships with senior-level decision-makers.
Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.).
Effectively create and manage conversations with stakeholders at all levels.

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
SailPoint Corporate Bonus Plan or a role-specific commission
Potential eligibility for equity participation