Enterprise Account Executive-Southern California

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 15 years in a row .

The role:

We are seeking a n Enterprise 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 .

Responsibilities:

• Exceed revenue quota goals on a quarterly and yearly basis.

• Effectively address each customers and partners 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 SailPoints 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 customers organization from business stakeholders to technical decision-makers .

• Utilize all channel management and reporting tools including a ccurate forecasting and S alesforce hygiene .

The path to success:

1-mo nth mil estones :

• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.

• Segment account list into your top 20 focused accounts & 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 Marketing Manager on m arketing p lan .

• Work with Channel Manager on c hannel p lan .
  

2- month milestones :

• Create a stakeholder map for key partners that are influencers in
  your Top 20 accounts and devise your approach to connect with them.

• Demonstrate Salesforce hygiene with regular accurate activity and
  updates.

• Met weekly with sales management to keep Salesforce and Clari up to date.

3- month milestones:

• Complete t erritory p la n and pre sent to Sales Management :

• Existing account overview and account potential

• Prioriti z ed accounts with account potential

• Clean p ipeline of potential 2025 opportunities to establish g ap to target

• Marketing and c hannel engagement plans to close the Gap to target

• C ustomer references / case studies planned

• Pipeline growth plan

• M e e t with all existing customers and identif y opportunities to extend the value they are receiv ing from SailPoint.

• Lead an operating cadence with virtual team

• Achieve 1st Mate enablement badge.

4-month milestones:

• Create a ccount plans for key accounts .

• Create o pportunity plans for key opportunities.

• Present forecast for self-generated opp ortunity & expected time to 1st
  sale .

• Develop strategies to approach Top 20 accounts - present to
  m anagement .

• Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are .

• Show ing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40) .

• Present SailPoint value proposition in front of m anager via either: customer / prospect or internally .

6-month milestones:

• Built a Pipeline of 2 to 3 times t arget comprising .

• Existing customer pipeline

• Progress existing pipeline

• New Pipeline

• Refine go to market for this market segment highlighting key messaging when competing with Microsoft and Okta benefits of working with partner pricing challenges etc.

• Complete your Captains b adge on High S pot .

Education:
Preferred but not : Bachelors degree or global equivalent in an IT business or sales related field.

Travel:
Business travel of approximately 50 percent yearly is expected for this position.

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 listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge skills experience market conditions and locations as well as reflect SailPoints differing products industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary for US-based employees will be in this range from (min-max USD):

$112550 - $170448.00

Base salaries for employees based in other locations are competitive for the employees home location.

Benefits Overview

1. Health and wellness coverage: Medical dental and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees spouses and children

5. Flexible spending accounts for health care and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance Critical Illness Accident Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability protected veteran status or any other category protected by applicable law.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr Suite 100 Austin TX 78726 to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

Required Experience:

IC