Strategic Account Executive-Connecticut

SailPoint

18h

About The Position

SailPoint is a global leader in Identity Security, serving half of the Fortune 500 and ASX 50 companies. Recognized by top analysts like Gartner, Forester, and Kuppinger Cole, SailPoint helps organizations manage and secure access to applications and data, positioning identity security as a critical component of enterprise risk management. The company is proud of its culture, having been voted a “best place to work” for 15 consecutive years. This role is for an Account Executive focused on selling SailPoint’s Identity Security Solution. The ideal candidate is a skilled communicator capable of analyzing prospect needs during discovery calls and effectively presenting the value of SailPoint solutions, especially in comparison to competitors like Microsoft, Okta, and Saviynt. This position requires providing a superior customer experience and leveraging competitive positioning and partner services. The Account Executive will lead a virtual team, including partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success, to achieve sales wins and ensure customer success. This involves acting as a quarterback, taking initiative to prepare the team, making strategic decisions on engagement, and holding team members accountable. The role also entails creating territory and opportunity plans and collaborating with the leadership team to optimize 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.
Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning solutions and a broader value proposition including partner services.
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.
Sell as a team, not independently.
Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Make good decisions about who should engage and when and make people accountable for following through.
Create a territory or opportunity plan, which includes the steps required to get from discovery to the next steps in the sales cycle.
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
Corporate Bonus Plan or a role-specific commission
Potential eligibility for equity participation