Enterprise Account Executive-Metro NYC

Overview SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half 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 expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. We are recognized by analysts 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. 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” – 15 years in a row. Role The role: We are seeking an Account Executive, to sell our Identity Security Solution. To excel, the position requires an account executive who is a 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, and who will provide a superior customer experience from the first discovery call. The role also requires the 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. The candidate should operate as part of a team, act as quarterback, prep the team on what is needed prior to calls, make good prioritization decisions, create a territory or opportunity plan, and work with leadership to refine strategy. Responsibilities Exceed revenue quota goals on a quarterly and yearly basis. Address each customer’s and partner’s inquiries by providing accurate information and tailored solutions that align with their needs. Develop business plans aligned to the assigned territory. Strategically engage with customers and partners to maintain high levels of customer service aligned with SailPoint’s core values. Collaborate with marketing to develop and execute marketing plans through/with partners and end users. Pursue all leads and ensure internal systems are updated. Lead the appropriate technical resources to demonstrate SailPoint's advantages. Follow up with customers and partner with post-sale teams to ensure ongoing coverage and new sales opportunities. Own and oversee all aspects of the sales cycle (qualifying, presentations, demonstrations, RFP responses, negotiations, closing). Foster a deep understanding of the territory including customers, prospects, partners, influencers, and competitors. Understand and communicate product and strategic directions of competitive and complementary organizations in the SailPoint market space. Initiate, navigate, and manage discussions across all levels of a customer’s organization. Utilize channel management and reporting tools, including forecasting and Salesforce hygiene. Path to success 1-month milestones: Establish plan for existing customers with opportunities for uplift; segment top accounts; meet with old account managers and partners; work with Marketing and Channel Managers on plans. 2-month milestones: Create a stakeholder map for key partners; demonstrate Salesforce hygiene with regular activity; meet weekly with sales management to keep Salesforce and Clari up to date. 3-month milestones: Complete territory plan and present to Sales Management; identify opportunities and clean pipeline; plan marketing and channel engagement; obtain customer references/case studies. 4-month milestones: Create account and opportunity plans for key accounts; present forecast for self-generated opportunities and time to first sale; develop strategies for Top 20 accounts; complete relationship maps in Salesforce and show progress through sales stages. 6-month milestones: Build a pipeline 2-3x target; refine go-to-market messaging when competing with Microsoft and Okta; complete Captains badge on HighSpot. Qualifications Education: Preferred but not required: Bachelor’s degree or global equivalent in an IT, business or sales related field. Travel Travel: Approximately 50 percent of yearly travel is expected for this position. Equal Opportunity 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 and Compensation Benefits and compensation vary by location. The role may be eligible for SailPoint Corporate Bonus Plan or role-specific commissions, along with potential equity participation. SailPoint maintains broad salary ranges to account for knowledge, skills, experience, market conditions, and locations. Base salary range for US-based employees: $111,350 - $187,738. Base salaries for other locations are competitive for the home location. Additional Details SailPoint is an equal opportunity employer and we welcome qualified candidates to apply. Notes: Any unsolicited resumes to this email will not be considered. For accommodations, contact View email address on click.appcast.io or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726. #J-18808-Ljbffr