Strategic Account Executive Tennessee/Dallas-Fort Worth
Clutch Canada, Nashville, TN, United States
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 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 culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we push ourselves to define the market rather than follow what analysts or competitors market. 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 We are seeking a Strategic Account Executive, to sell our Identity Security Solution.
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis.
Address customer and partner inquiries with accurate information and tailored solutions aligned to 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 that aligns 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 with post-sale teams to ensure 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.
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
Understand and communicate product and technological strategies used 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 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 and account potential.
Segment account list into your top 20 focused accounts and the Top 3 Big Bet accounts within this list.
Meet with old account managers to capture history and with partners of existing accounts to understand their position and services offered.
Work with Marketing Manager on marketing plan and with Channel Manager on channel plan.
2-month milestones
Create a stakeholder map for key partners among 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 pre-sent to Sales Management: existing account overview and potential.
Prioritize accounts with account potential and clean pipeline of potential 2025 opportunities.
Develop engagement plans with Marketing and Channel to close the gap to target.
Prepare customer references/case studies and a pipeline growth plan.
4-month milestones
Create account plans for key accounts and opportunity plans for key opportunities.
Present forecast for self-generated opportunities and expected time to first sale.
Develop strategies to approach Top 20 accounts and present to management.
Relationship maps in Salesforce showing progress with Top 20 accounts.
Education 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.
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 listed vary based on location. This role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential equity participation. Salaries vary by location and other factors.
How to apply Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. Note: Unsolicited resumes will not be considered for current openings.
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The role We are seeking a Strategic Account Executive, to sell our Identity Security Solution.
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis.
Address customer and partner inquiries with accurate information and tailored solutions aligned to 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 that aligns 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 with post-sale teams to ensure 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.
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
Understand and communicate product and technological strategies used 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 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 and account potential.
Segment account list into your top 20 focused accounts and the Top 3 Big Bet accounts within this list.
Meet with old account managers to capture history and with partners of existing accounts to understand their position and services offered.
Work with Marketing Manager on marketing plan and with Channel Manager on channel plan.
2-month milestones
Create a stakeholder map for key partners among 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 pre-sent to Sales Management: existing account overview and potential.
Prioritize accounts with account potential and clean pipeline of potential 2025 opportunities.
Develop engagement plans with Marketing and Channel to close the gap to target.
Prepare customer references/case studies and a pipeline growth plan.
4-month milestones
Create account plans for key accounts and opportunity plans for key opportunities.
Present forecast for self-generated opportunities and expected time to first sale.
Develop strategies to approach Top 20 accounts and present to management.
Relationship maps in Salesforce showing progress with Top 20 accounts.
Education 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.
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 listed vary based on location. This role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential equity participation. Salaries vary by location and other factors.
How to apply Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. Note: Unsolicited resumes will not be considered for current openings.
#J-18808-Ljbffr