Enterprise Account Executive-Metro NYC
Clutch Canada, New York, NY, 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 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 culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as a leader in the market and we continue to 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; 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 an Account Executive, to sell our Identity Security Solution. To excel, the position requires an account executive: to lead and drive to success in a team-oriented environment.
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis.
Address each customer’s and partner’s inquiries by providing accurate information and tailored solutions that align with their needs.
Develop business plans for your assigned territory.
Strategically engage with customers and business partners to maintain a high level of customer service aligned with SailPoint’s 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 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 and new 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 product and technology strategies used by competitors 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 a plan for existing customers, segment accounts, meet with prior account managers, meet with partners, work with Marketing on plans, and work with Channel on channel plans.
2-month milestones: create stakeholder maps for top accounts, demonstrate Salesforce hygiene with regular 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 an existing account overview, prioritize accounts, clean the pipeline, coordinate marketing/channel plans, collect customer references/case studies, build a pipeline growth plan, and identify opportunities to extend value with existing customers.
4-month milestones: create account and opportunity plans for key accounts and opportunities; present forecast for self-generated opportunities and timing; develop strategies to approach Top 20 accounts; complete relationship maps in Salesforce; show progress through sales stages for inbound/inherited opportunities (sales cycle 5-40).
Qualifications
Education: Bachelor’s degree or global equivalent in IT, business or sales-related field preferred but not required.
Travel: Business travel of approximately 50 percent yearly is expected.
Equal opportunity employer statement and commitment to diversity in hiring.
Benefits and compensation vary by location. This role may be eligible for a corporate bonus plan or role-specific commission, with potential equity participation. Salary ranges are location dependent. Benefits may include health/dental/vision, disability, life and AD&D, 401(k) with company matching, Paid time off, parental leave, EAP, and voluntary benefits. For applicants with disabilities, alternative application methods are available; contact a11y support as noted in the original posting.
#J-18808-Ljbffr
The role: We are seeking an Account Executive, to sell our Identity Security Solution. To excel, the position requires an account executive: to lead and drive to success in a team-oriented environment.
Responsibilities
Exceed revenue quota goals on a quarterly and yearly basis.
Address each customer’s and partner’s inquiries by providing accurate information and tailored solutions that align with their needs.
Develop business plans for your assigned territory.
Strategically engage with customers and business partners to maintain a high level of customer service aligned with SailPoint’s 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 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 and new 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 product and technology strategies used by competitors 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 a plan for existing customers, segment accounts, meet with prior account managers, meet with partners, work with Marketing on plans, and work with Channel on channel plans.
2-month milestones: create stakeholder maps for top accounts, demonstrate Salesforce hygiene with regular 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 an existing account overview, prioritize accounts, clean the pipeline, coordinate marketing/channel plans, collect customer references/case studies, build a pipeline growth plan, and identify opportunities to extend value with existing customers.
4-month milestones: create account and opportunity plans for key accounts and opportunities; present forecast for self-generated opportunities and timing; develop strategies to approach Top 20 accounts; complete relationship maps in Salesforce; show progress through sales stages for inbound/inherited opportunities (sales cycle 5-40).
Qualifications
Education: Bachelor’s degree or global equivalent in IT, business or sales-related field preferred but not required.
Travel: Business travel of approximately 50 percent yearly is expected.
Equal opportunity employer statement and commitment to diversity in hiring.
Benefits and compensation vary by location. This role may be eligible for a corporate bonus plan or role-specific commission, with potential equity participation. Salary ranges are location dependent. Benefits may include health/dental/vision, disability, life and AD&D, 401(k) with company matching, Paid time off, parental leave, EAP, and voluntary benefits. For applicants with disabilities, alternative application methods are available; contact a11y support as noted in the original posting.
#J-18808-Ljbffr