Healthcare Account Executive - Tennessee

SailPoint • Remote (Tennessee, USA), TN

21d • $111,200 - $168,381

About The Position

SailPoint is seeking an Account Executive to sell its Identity Security solution in the healthcare market in Tennessee. The role requires skill in first engagements and discovery calls to understand prospects’ needs and qualify opportunities, along with the ability to present SailPoint’s value and position its solutions against Microsoft, Okta, and Saviynt. The Account Executive is expected to provide a strong customer experience, lead a virtual team of internal and partner resources, and coordinate the right people and actions throughout the sales process. This is a team-selling role that includes creating territory and opportunity plans and working with leadership to refine sales strategy.

The role owns the sales cycle from qualification through presentations, demonstrations, RFP responses, negotiations, and closing. It also includes developing territory-aligned business plans, building customer and partner relationships, managing leads and sales systems, supporting post-sale coverage, and maintaining accurate forecasts. The position includes approximately 50% business travel per year.

The stated U.S. base salary range is $111,200–$168,381. The role may also be eligible for the SailPoint Corporate Bonus Plan or role-specific commission and potential equity participation. SailPoint describes the salary range as varying according to factors such as knowledge, skills, experience, market conditions, and location.

Requirements

• Ability to communicate effectively in initial engagements and discovery calls and qualify opportunities by analyzing prospect needs.
• Proficiency in understanding and presenting SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt.
• Ability to provide a strong customer experience and competitively position SailPoint solutions and partner services.
• Ability to lead and coordinate virtual teams, prepare team members for calls, determine who should engage and when, and ensure follow-through.
• Ability to create territory and opportunity plans that guide opportunities through the sales cycle.
• Ability to work collaboratively with leadership to refine sales strategy.
• Ability to develop customer and partner relationships and manage discussions across business and technical stakeholder levels.
• Ability to own the full sales cycle, including qualification, presentations, demonstrations, RFPs, negotiation, and closing.
• Approximately 50% yearly business travel.
• Preferred but not required: bachelor’s degree or global equivalent in an IT-, business-, or sales-related field.

Nice To Haves

• Bachelor’s degree or global equivalent in an IT-, business-, or sales-related field (preferred but not required).

Responsibilities

• Exceed quarterly and annual revenue quota goals.
• Address customer and partner inquiries with accurate information and tailored solutions.
• Develop business plans aligned with the assigned territory.
• Engage strategically with customers and business partners while maintaining customer service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute plans through or with partners and end users.
• Pursue supplied leads and keep internal systems updated.
• Lead technical resources in demonstrating SailPoint’s advantages to customers.
• Follow up with customers and partner with the post-sale team to provide ongoing account coverage and identify new sales opportunities.
• Own and oversee the sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.
• Build a deep understanding of territory customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technology strategies used by competitive and complementary organizations in SailPoint’s market.
• Initiate, navigate, and manage discussions with customer stakeholders at business and technical levels.
• Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
• Develop plans for existing customers, assess account potential, segment and prioritize accounts, and build territory and opportunity plans.
• Coordinate with partners, marketing, channel management, sales leadership, and virtual team resources.
• Maintain accurate and regular Salesforce and Clari activity and updates.
• Meet with existing customers to identify opportunities to extend the value they receive from SailPoint.
• Build pipeline, advance existing opportunities, and develop new pipeline.
• Present territory strategies, forecasts, account plans, and SailPoint’s value proposition to management or customers.

Benefits

• Medical, dental, and vision insurance.
• Short-term and long-term disability coverage.
• Life insurance and Accidental Death & Dismemberment coverage.
• Supplemental life insurance options for employees, spouses, and children.
• Flexible spending accounts for health care and dependent care, including a limited-purpose account.
• 401(k) Savings and Investment Plan with company matching.
• Flexible vacation policy.
• Eight paid holidays annually.
• Sick leave.
• Paid parental leave.
• Employee Assistance Program and Care Counselors.
• Voluntary legal assistance, critical illness, accident, hospital indemnity, and pet insurance options.
• Health Savings Account with employer contribution.
• Potential eligibility for the SailPoint Corporate Bonus Plan or role-specific commission.
• Potential eligibility for equity participation.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed