Strategic Account Executive-New England

Overview SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, providing a strong community of customers, partners and analysts who trust SailPoint to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become part of our awesome culture. We are recognized by analysts such as Gartner, Forrester and KuppingerCole as the market leader, and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations 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 our employees voting us "best places to work" for 15 years in a row. The role We are seeking an Account Executive to sell our Identity Security Solution. Key attributes for success Skilled communicator in first engagements and discovery calls, accurately analyzing prospects’ needs to qualify opportunities. 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 while competitively positioning our solutions and broader value proposition, including partner services. Lead a virtual team of partner resources, pre‑sales, partner managers, deal desk, professional services, BVA team and customer success to deliver sales wins and customer success. Collaborate as a team rather than operating independently. Act as the quarterback: take initiative, prepare the team on what is needed prior to calls. Make good decisions about who should engage and when, holding people accountable for follow‑through. Create a territory or opportunity plan that includes the steps needed to move from discovery to the next steps in the sales cycle. Work closely with the leadership team to refine ideas and make the sales strategy as effective as possible. 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 that align with the 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 the post‑sale team to ensure consistent and ongoing coverage of the 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 complementary 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. The path to success 1‑month milestones Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential. Segment the account list into your top 20 focused accounts and the Top 3 Big Bet accounts within this list. Meet with old account managers to capture any history. Meet with partners of existing accounts to understand their position and services offered. Work with the Marketing Manager on the marketing plan. Work with the Channel Manager on the channel plan. 2‑month milestones Create a stakeholder map for key partners that are influencers in the top 20 accounts and devise an approach to connect with them. Demonstrate Salesforce hygiene with regular, accurate activity and updates. Meet weekly with sales management to keep Salesforce and Clari up to date. 3‑month milestones Complete territory plan and present to Sales Management, covering existing account overview, account potential, prioritised accounts, clean pipeline of potential 2025 opportunities, marketing and channel engagement plans to close the gap to target, and customer references / case studies. Lead an operating cadence with the virtual team. Achieve the "1st Mate" enablement badge. 4‑month milestones Create account plans for key accounts. Create opportunity plans for key opportunities. Present forecast for self‑generated opportunity and expected time to first sale. Develop strategies to approach top 20 accounts and present to management. Complete relationship maps in Salesforce so customers from top 20 accounts know you. Show progress through sales stages for any inbound/inherited opportunities. Present SailPoint value proposition to the manager via customer or prospect or internally. 6‑month milestones Build a pipeline of 2 to 3 times the target. Progress existing pipeline. Refine "go to market" for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges, etc. Complete your Captain's badge on High Spot. Education & Travel Preferred but not required: Bachelor’s degree or global equivalent in an IT, business or sales‑related field. Business travel of approximately 50 percent yearly is expected for this position. EEO Statement SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Benefits Health and wellness coverage: Medical, dental, and vision insurance. Short‑term and long‑term disability coverage. Life insurance and accidental death & dismemberment (AD&D). Supplemental life insurance coverage options 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. Voluntary benefits: legal assistance, critical illness, accident, hospital indemnity, and pet insurance options. Health savings account with employer contribution. Compensation Base salaries for US‑based employees are estimated to range from $109,200 to $184,080 annually. Salaries for employees based in other locations are competitive for the employee’s home location. Candidates may also be eligible for the SailPoint Corporate Bonus Plan, role‑specific commissions, and equity participation. #J-18808-Ljbffr