Healthcare Account Executive

About SailPoint 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 sales people 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. The role 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 prospect’s needs to qualify an opportunity. Has deep proficiency in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and a broader value proposition including partner services. 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. Operates as a team player, selling collaboratively rather than independently. Acts as the quarterback, taking initiative and prepping the team on what is needed prior to calls. Makes good decisions about who should engage and when, and holds people accountable for follow‑through. Creates a territory or opportunity plan, detailing the steps from discovery to the next steps in the sales cycle. Works closely with leadership 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. Develop business plans that align with your assigned territory. Strategically engage customers and business partners to maintain a high level of customer service aligned with SailPoint’s core values. Collaborate with marketing to develop and execute marketing plans through 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 partners post‑sale to ensure consistent coverage of accounts and new sales opportunities. Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and closing. Foster a deep understanding of the territory, including customers, prospects, partners, influencers and competitors. Understand and communicate all product and technology strategies employed by the competitive and complementary market. Effectively initiate, navigate and manage discussions across all levels of a customer’s organization. Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene. The path to success 1‑month milestones Establish plan for existing customers, identifying opportunities for uplift and account potential. Segment account list into your top 20 focused accounts and the top 3 big‑bet accounts. 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 the marketing plan. Work with Channel Manager on the channel plan. 2‑month milestones Create a stakeholder map for key partners in your top 20 accounts. Demonstrate Salesforce hygiene with regular, accurate activity 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. Provide existing account overview and account potential. Prioritize accounts with account potential. Clean pipeline of potential 2025 opportunities to establish a gap to target. Develop marketing and channel engagement plans to close the gap to target. Plan customer references and case studies. Develop pipeline growth plan. Meet with all existing customers to identify opportunities to extend value. 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. 6‑month milestones Build a pipeline of 2 to 3 times target. Continue existing customer pipeline and progress it. Develop a new pipeline. Refine the "go to market" strategy for the segment, highlighting key messaging when competing with Microsoft and Okta, pricing challenges and more. Complete the Captains badge on HighSpot. Education Preferred but not required: Bachelor’s degree or global equivalent in IT, business or sales related field. Travel Business travel of approximately 50 percent yearly is expected for this position. Benefits and Compensation Benefits and Compensation listed vary based on location and nature of employment with SailPoint. As 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. 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: $109,200 – $184,080.00. Benefits Overview 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 flexibility spending account. 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. 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 are available to individuals unable to submit an application through this site because of a disability. Contact View email address on click.appcast.io 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. #J-18808-Ljbffr