Enterprise Account Executive, Agentic Technologies Specialist
About The Position
SailPoint is the leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. Our customer strength provides a great community of customers, partners, and analysts who trust SailPoint. We are recognized by analysts such as Gartner, Forester, and Kuppinger Cole as the market leader. 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” for 15 years in a row. This is an Overlay sales role supporting direct sellers, focused on selling our Agentic related technology solutions (specifically, Machine Identity Security, Data Access Security, and Agent Identity Security offerings) into our enterprise accounts. This role is critical in driving the adoption of these innovative solutions. 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.
Requirements
- 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 and how they compare to Microsoft, Okta, and Saviynt.
- Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning our solutions and a broader value proposition including partner services.
- 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.
- Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
- Make good decisions about who should engage and when and make people accountable for following through.
- Create a territory or opportunity plan, which includes the steps believed to be required to get from discovery to the next steps in the sales cycle.
- Work closely with the leadership team to refine ideas and make sales strategy as effective as possible.
- Experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies.
Nice To Haves
- Experience selling Agentic related technology solutions (specifically, Machine Identity Security, Data Access Security, and Agent Identity Security offerings).
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.
Benefits
- Medical, dental, and vision insurance
- Short-term and long-term disability
- Life insurance and Accidental Death & Dismemberment (AD&D)
- Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- 401(k) Savings and Investment Plan with company matching
- Flexible vacation policy
- 8 paid holidays annually
- Sick leave
- Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
Associate degree
