Healthcare Account Executive - (Boston)

Overview SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, creating a strong community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally, expanding our presence creates opportunities for top salespeople to join our awesome culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the market leader and we continually push ourselves to define the market rather than simply follow competitive messaging. 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 We are seeking an Account Executive to sell our Identity Security Solution. The ideal candidate will be a skilled communicator in first engagements and discovery calls, analyze prospects’ needs to qualify opportunities, and be highly proficient in presenting the value of SailPoint solutions compared to Microsoft, Okta and Saviynt. They will deliver a superior customer experience from the first discovery call and competently position our solutions and partner services. They will 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, operating as a team quarterback. They will take initiative, prep the team on needed actions before calls, decide who should engage and when, hold people accountable, create territory or opportunity plans, and work closely with the leadership team to refine ideas and sales strategy. 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. Develop business plans aligned to your assigned territory. Strategically engage with customers and partners to maintain a high level of customer service aligning with SailPoint’s core values. Collaborate with marketing to develop and execute marketing plans through partners and end users. Pursue all leads supplied and keep internal systems 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, maintain accurate forecasting and Salesforce hygiene. The Path to Success 1‑Month Milestones: Establish a plan for existing customers, identifying opportunities for uplift over the coming years. Segment account list into 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 Marketing Manager on marketing plan. Work with Channel Manager on channel plan. 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. Meet weekly with sales management to keep Salesforce and Clari up to date. 3‑Month Milestones: Complete territory plan and present to Sales Management: existing account overview and account potential. Prioritize accounts with account potential. Clean pipeline of potential 2025 opportunities to establish gap to target. Develop marketing and channel engagement plans to close the gap to target. Customer references / case studies planned. Pipeline growth plan. Meet with all existing customers and identify opportunities to extend the value they receive from SailPoint. Lead an operating cadence with virtual team. Achieve “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 who you are. Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5‑40). Present SailPoint value proposition in front of manager via either customer/prospect or internally. 6‑Month Milestones: Build a pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline and new pipeline. Refine go‑to‑market for the market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. Complete your Captains badge on HighSpot. Education Preferred but not required: Bachelor’s 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. Benefits 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 flexible spending account. Financial security: 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. Equal Opportunity Employment 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. #J-18808-Ljbffr SailPoint Technologies Holdings, Inc.