Strategic Account Executive NY Metro

SailPoint•Austin, NY

About The Position

SailPoint is the leader in Identity Security . SailPoint customers represent half of the Fortune 500 and h alf of the ASX 50 . This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges . SailPoint continues to grow globally and e xpanding our global presence creates opportunities for top sales people to become a part of our awesome culture . We are recogni z ed by a nalysts such as Gartner , Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organi z ations 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 o ur employees vot ing us “best places to work” – 1 5 years in a row . The role: We are seeking a n Account Executive , to sell our I dentity Security Solution . T o excel , t he position requires an a ccount e xecutive : W ho is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity . Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta , and Saviynt. Who will provide a superior customer experience from t he first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services. Who can 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 . Who does not operate independently, instead sells as a team. Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to call s . Who can make good decisions about who should engage and when and make people accountable for following through . Who can create a territory or opportunity plan , which includ es the steps you believe are to get from discovery to the next step s in the sales cycle. Who will work closely with the leadership team to refine your ideas and make your sales strateg y as effective as possible .

Nice To Haves

Preferred but not : 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 e ngage with customers and business partner s to maintain a high level of customer service that aligns with SailPoint’ s core values.
Collaborate with m arketing to develop and execute marketing plans through/with partners and end users.
Purs ue 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 c ustomers an d 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 a ccurate forecasting and S alesforce 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