F250 Strategic Account Executive Upstate New York
Clutch Canada, New York, NY, United States
The role:
We are seeking an Account Executive, to sell our Identity Security Solution.
Key qualities:
Skilled communicator in first engagements and discovery calls, analyzing prospects’ needs to qualify an opportunity.
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Provide a superior customer experience from the first discovery call and leverage 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.
Does not operate independently, sells as a team.
Can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Can make good decisions about who should engage and when, and make people accountable for following through.
Can create a territory or opportunity plan, which includes the steps to get from discovery to the next steps in the sales cycle.
Will work closely with the leadership team 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 that align with their specific needs and interests.
Develop business plans that align 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/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 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.
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.
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, including accurate forecasting and Salesforce hygiene.
Path to success 1‑month milestones
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 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.
Present existing account overview and account potential.
Prioritize accounts with account potential.
Clean pipeline of potential 2025 opportunities to establish gap to target.
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 are receiving 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 & expected time to first sale.
Develop strategies to approach Top 20 accounts - present to management.
Relationship maps in Salesforce completed – 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
Built a pipeline of 2 to 3 times target 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.
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.
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
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 SailPoint’s differing products, industries, and lines of business.
We estimate the base salary for US‑based employees will be in the range from $127,400 to $214,760.00. Base salaries for employees based in other locations are competitive for the employee’s home location.
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: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
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Key qualities:
Skilled communicator in first engagements and discovery calls, analyzing prospects’ needs to qualify an opportunity.
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Provide a superior customer experience from the first discovery call and leverage 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.
Does not operate independently, sells as a team.
Can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Can make good decisions about who should engage and when, and make people accountable for following through.
Can create a territory or opportunity plan, which includes the steps to get from discovery to the next steps in the sales cycle.
Will work closely with the leadership team 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 that align with their specific needs and interests.
Develop business plans that align 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/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 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.
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.
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, including accurate forecasting and Salesforce hygiene.
Path to success 1‑month milestones
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 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.
Present existing account overview and account potential.
Prioritize accounts with account potential.
Clean pipeline of potential 2025 opportunities to establish gap to target.
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 are receiving 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 & expected time to first sale.
Develop strategies to approach Top 20 accounts - present to management.
Relationship maps in Salesforce completed – 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
Built a pipeline of 2 to 3 times target 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.
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.
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
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 SailPoint’s differing products, industries, and lines of business.
We estimate the base salary for US‑based employees will be in the range from $127,400 to $214,760.00. Base salaries for employees based in other locations are competitive for the employee’s home location.
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: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
#J-18808-Ljbffr