Healthcare Sales Executive

SailPoint • Austin, TN

1d

About The Position

SailPoint is a leader in Identity Security, serving half of the Fortune 500 and ASX 50. The company is recognized by analysts such as Gartner, Forester, and Kuppinger Cole as a market leader and has been voted a "best place to work" for 15 consecutive years. Organizations struggle to understand who has access to what applications and data, and SailPoint helps them solve these complex challenges, positioning identity security as the central control point for enterprise risk management. The role is for an Account Executive to sell SailPoint's Identity Security Solution. This position requires a skilled communicator proficient in first engagements and discovery calls to analyze prospect needs and qualify opportunities. The Account Executive must be highly proficient in understanding and presenting the value of SailPoint solutions, competitively positioning them against Microsoft, Okta, and Saviynt, and providing a superior customer experience. The role involves leading a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to achieve sales wins and customer success. The successful candidate will act as a quarterback, taking initiative to prepare the team and ensure accountability. They will also be responsible for creating territory and opportunity plans, working closely with the leadership team to refine sales strategies.

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 and leverage skills in competitively positioning 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 sell as a team, not operate independently.
• 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 to get from discovery to the next steps in the sales cycle.
• Ability to work closely with the leadership team to refine ideas and make sales strategy as effective as possible.
• Business travel of approximately 50 percent yearly is expected for this position.

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.
• 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

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees