SailPoint
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Strategic Account Executive NY Metro
role at
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.
Role Overview 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, analyses the prospects' needs to qualify an opportunity, is highly proficient 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, 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, sells as a team rather than independently, acts as the quarterback taking initiative and preparing the team on what is needed from them prior to calls, makes good decisions about who should engage and when, and creates a territory or opportunity plan including the steps to get from discovery to the next steps in the sales cycle, and works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.
Qualifications
Skilled communicator in first engagements and discovery calls, analyzes prospects' needs to qualify opportunities.
Proficient in understanding and presenting the value of SailPoint solutions and comparing them to Microsoft, Okta, and Saviynt.
Provides superior customer experience from the first discovery call and competently positions our solutions and broader value proposition, including partner services.
Leads a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team and customer success to deliver sales wins.
Works as part of a team rather than independently.
Acts as quarterback, taking initiative and preparing the team on what is needed before calls.
Makes good decisions about engagement timing and holds people accountable for follow‑through.
Creates territory or opportunity plans that outline steps from discovery to the next stages.
Collaborates closely with the leadership team to refine sales strategy.
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries with accurate information and tailored solutions aligned with their needs.
Develop business plans aligned to your assigned territory.
Strategically engage with 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/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 partners 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 closing.
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 complimentary organizations in the SailPoint market space.
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.
Path to Success 1-Month Milestones:
Establish plan for existing customers, identifying opportunities for uplift over coming years and understanding account potential.
Segment account list into top 20 focused accounts and top 3 Big Bet accounts.
Meet with old account managers to capture 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 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, prioritized accounts, clean pipeline of potential 2025 opportunities, marketing and channel engagement plans, customer references, pipeline growth plan, and next steps.
Lead an operating cadence with virtual team.
Achieve “1st Mate” enablement badge.
4-Month Milestones:
Create account plans for key accounts and 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 for Top 20 accounts.
Show progress through sales stages for inbound/inherited opportunities.
Present SailPoint value proposition internally or to customers/prospects.
6-Month Milestones:
Build a pipeline of 2–3 times target comprising 2025 opportunities.
Progress existing pipeline and new pipeline.
Refine go‑to‑market for this segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges.
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.
Travel: Business travel of approximately 50% yearly is expected.
Equal Opportunity Employer 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 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 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
Company Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industry: Software Development
Referrals increase your chances of interviewing at SailPoint by 2x.
Get notified about new Strategic Account Executive jobs in
New York, United States .
Contact applicationassistance@sailpoint.com 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
Strategic Account Executive NY Metro
role at
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.
Role Overview 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, analyses the prospects' needs to qualify an opportunity, is highly proficient 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, 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, sells as a team rather than independently, acts as the quarterback taking initiative and preparing the team on what is needed from them prior to calls, makes good decisions about who should engage and when, and creates a territory or opportunity plan including the steps to get from discovery to the next steps in the sales cycle, and works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.
Qualifications
Skilled communicator in first engagements and discovery calls, analyzes prospects' needs to qualify opportunities.
Proficient in understanding and presenting the value of SailPoint solutions and comparing them to Microsoft, Okta, and Saviynt.
Provides superior customer experience from the first discovery call and competently positions our solutions and broader value proposition, including partner services.
Leads a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team and customer success to deliver sales wins.
Works as part of a team rather than independently.
Acts as quarterback, taking initiative and preparing the team on what is needed before calls.
Makes good decisions about engagement timing and holds people accountable for follow‑through.
Creates territory or opportunity plans that outline steps from discovery to the next stages.
Collaborates closely with the leadership team to refine sales strategy.
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries with accurate information and tailored solutions aligned with their needs.
Develop business plans aligned to your assigned territory.
Strategically engage with 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/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 partners 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 closing.
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 complimentary organizations in the SailPoint market space.
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.
Path to Success 1-Month Milestones:
Establish plan for existing customers, identifying opportunities for uplift over coming years and understanding account potential.
Segment account list into top 20 focused accounts and top 3 Big Bet accounts.
Meet with old account managers to capture 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 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, prioritized accounts, clean pipeline of potential 2025 opportunities, marketing and channel engagement plans, customer references, pipeline growth plan, and next steps.
Lead an operating cadence with virtual team.
Achieve “1st Mate” enablement badge.
4-Month Milestones:
Create account plans for key accounts and 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 for Top 20 accounts.
Show progress through sales stages for inbound/inherited opportunities.
Present SailPoint value proposition internally or to customers/prospects.
6-Month Milestones:
Build a pipeline of 2–3 times target comprising 2025 opportunities.
Progress existing pipeline and new pipeline.
Refine go‑to‑market for this segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges.
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.
Travel: Business travel of approximately 50% yearly is expected.
Equal Opportunity Employer 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 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 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
Company Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Sales and Business Development
Industry: Software Development
Referrals increase your chances of interviewing at SailPoint by 2x.
Get notified about new Strategic Account Executive jobs in
New York, United States .
Contact applicationassistance@sailpoint.com 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