Note: The job is a remote job and is open to candidates in USA. SailPoint is a leader in Identity Security, serving a vast clientele including half of the Fortune 500. They are seeking a Strategic Account Executive to sell their Identity Security Solution, requiring strong communication skills and the ability to lead a virtual team to ensure customer success and exceed revenue goals.

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

Skills

• 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 our 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
• Does not operate independently, instead sells as a team
• 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 you believe are 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
• 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 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
• Foster 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
• Business travel of approximately 50 percent yearly is expected for this position
• Bachelor's degree or global equivalent in an IT, business or sales related field

Benefits

• Medical, dental, and vision insurance
• Short-term and long-term disability
• Life insurance and Accidental Death & Dismemberment (AD&D)
• Supplemental life insurance for employees, spouses, and children
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
• 401(k) Savings and Investment Plan with company matching
• Flexible vacation policy
• 8 paid holidays annually
• Sick leave
• Paid parental leave
• Employee Assistance Program (EAP) and Care Counselors
• Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
• Health Savings Account (HSA) with employer contribution
• SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation

Company Overview

Company H1B Sponsorship