Enterprise Account Executive-Massachusetts

SailPoint•Remote (Massachusetts, USA), MA

11d•$109,200 - $184,080•Hybrid

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 to solve complex challenges. We are recognized as a market leader by analysts such as Gartner, Forrester, and Kuppinger Cole. 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 culture, having been voted a “best place to work” for 15 consecutive years. This role involves selling our Identity Security Solution and requires a skilled communicator adept at analyzing prospect needs, understanding and presenting the value of SailPoint solutions against competitors like Microsoft, Okta, and Saviynt. The ideal candidate will provide a superior customer experience, competitively position our solutions, and lead a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to achieve sales wins and customer success. This is a team-selling role where the Account Executive acts as the quarterback, taking initiative, preparing the team, making sound decisions about engagement, and holding team members accountable. The role also requires creating territory and opportunity plans, refining sales strategies with leadership, and working closely with the leadership team.

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.
Ability to provide a superior customer experience from the first discovery call.
Ability to leverage skills in competitively positioning our solutions and a broader value proposition including partner services.
Ability to 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.
Ability to act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Ability to make good decisions about who should engage and when and make people accountable for following through.
Ability to 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.
Ability to work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.
Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
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.
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.
Complete territory plan and present to Sales Management: Existing account overview and account potential, Prioritized accounts with account potential, Clean pipeline of potential 2025 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.
Create account plans for key accounts.
Create opportunity plans for key opportunities.
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.
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.

Nice To Haves

Bachelor's degree or global equivalent in an IT, business or sales related field.

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.
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 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