Healthcare Account Executive

SailPoint•Austin, WA

About The Position

SailPoint is seeking an Account Executive to sell its Identity Security solution. The role focuses on qualifying opportunities through discovery, communicating the value of SailPoint solutions and differentiating them from competitors such as Microsoft, Okta, and Saviynt, and delivering a strong customer experience. The Account Executive leads a coordinated team of partner and internal resources, plans and manages territories and opportunities, and works with leadership to refine sales strategies. The position is expected to involve approximately 50 percent business travel annually. The Account Executive owns the sales cycle from qualification through presentations, demonstrations, RFP responses, negotiations, and closing. The role also includes building territory and account plans, developing partner and marketing engagement, maintaining accurate forecasts and Salesforce records, and collaborating with post-sale teams to support customers and identify further opportunities. Milestones during the first six months include segmenting and planning accounts, developing stakeholder and relationship maps, presenting territory and opportunity plans, building pipeline, and completing SailPoint enablement badges. The role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, as well as potential equity participation. For US-based employees, the estimated base salary range is $112,550–$170,448. Benefits and compensation vary by employment location and the nature of employment.

Requirements

Skilled communicator in initial engagements and discovery calls, able to analyze prospect needs and qualify opportunities.
Highly proficient in understanding and presenting the value of SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt.
Able to provide a superior customer experience and competitively position SailPoint solutions, including partner services.
Able to lead a virtual team of partner and internal resources and sell collaboratively rather than independently.
Able to take initiative, prepare team members for calls, determine appropriate engagement, and ensure follow-through.
Able to create territory and opportunity plans and work with leadership to refine sales strategy.
Able to maintain accurate forecasts and Salesforce records.
Willingness to travel approximately 50 percent of the year.

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 to provide service aligned with SailPoint’s core values.
Collaborate with marketing to develop and execute plans through partners and end users.
Pursue supplied leads and keep internal systems updated.
Lead appropriate technical resources in demonstrating SailPoint’s advantages to customers.
Follow up with customers and partner with post-sale teams to provide ongoing account coverage and identify new sales opportunities.
Own and oversee the full 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 competitive and complementary organizations’ product and technology strategies.
Initiate, navigate, and manage discussions across customer organizations, from business stakeholders to technical decision-makers.
Use channel management and reporting tools, maintain accurate forecasts, and keep Salesforce records current.
Lead a virtual team of partner and internal resources, prepare team members for calls, determine who should engage and when, and hold participants accountable for follow-through.
Create territory and opportunity plans that outline steps through the sales cycle and refine sales strategy with leadership.
Develop existing-account plans, identify growth opportunities, and meet with existing customers to find ways to extend the value they receive from SailPoint.
Develop stakeholder maps, account and opportunity plans, relationship maps, marketing and channel plans, and pipeline growth plans.
Build pipeline of two to three times the target and refine go-to-market messaging for the market segment.

Benefits

Medical, dental, and vision insurance
Short-term and long-term disability coverage
Life insurance and Accidental Death & Dismemberment insurance
Supplemental life insurance options for employees, spouses, and children
Flexible spending accounts for health care and dependent care, including a limited-purpose flexible spending 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