Strategic Account Executive-New England
Clutch Canada, Oklahoma City, OK, United States
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 part of our culture.
We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. 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” for 15 years in a row.
The role: Account Executive – sell our Identity Security solution.
To excel, the position requires an Account Executive who:
Is a skilled communicator in first engagements and discovery calls, analyzing prospect 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 and leverages skills in competitively positioning our solutions and partner services.
Leads 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, instead sells as a team.
Acts as the quarterback; takes initiative and prepares the team on what is needed from them prior to calls.
Makes good decisions about who should engage and when, and makes people accountable for following through.
Creates a territory or opportunity plan, outlining steps from discovery to the next steps in the sales cycle.
Works closely with leadership 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, providing accurate information and tailored solutions that align with their 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 service aligned with SailPoint’s core values.
Collaborate with marketing to develop and execute marketing plans through or with partners and end users.
Pursue all leads supplied and ensure internal systems are updated.
Lead technical resources to demonstrate SailPoint's advantages to the customer.
Follow up with customers and partners with post‑sale teams to ensure consistent and ongoing coverage of accounts, 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, including accurate forecasting and Salesforce hygiene.
The path to success: 1‑month milestones
Establish plan for existing customers, identifying opportunities for uplift and account potential.
Segment account list into top 20 accounts and the top 3 big‑bet accounts.
Meet with old account managers to capture history.
Meet with partners of existing accounts to understand their services.
Work with Marketing Manager on marketing plan.
Work with Channel Manager on channel plan.
2‑month milestones
Create stakeholder map for key partners that influence your top 20 accounts and devise an approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity 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 account overview and potential.
Prioritize accounts with potential.
Clean pipeline of 2025 opportunities to establish gaps to target.
Plan marketing and channel engagement to close the gap.
Plan customer references and case studies.
Plan pipeline growth.
Meet with all existing customers to identify extension opportunities.
Lead 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 opportunities and expected time to first sale.
Develop strategies to approach top 20 accounts and present to management.
Complete Salesforce relationship maps for top 20 accounts.
Show progress through sales stages for inbound or inherited opportunities.
Present SailPoint value proposition to managers internally or externally.
6‑month milestones
Build a pipeline of 2 to 3 times target, including existing customer pipeline, new pipeline, and pipeline growth.
Refine go‑to‑market messaging for Microsoft, Okta, partnership benefits, and pricing challenges.
Complete Captain’s badge on HighSpot.
Education
Preferred but not required: Bachelor’s degree or global equivalent in IT, business, or sales.
Travel
Business travel of approximately 50 percent yearly is expected.
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.
Supplemental life insurance for employees, spouses, and children.
Flexible spending accounts for health care, dependent care, and limited purpose.
401(k) savings and investment plan with company matching.
Flexible vacation policy.
8 paid holidays annually.
Sick leave.
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.
Alternative methods of applying 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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We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. 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” for 15 years in a row.
The role: Account Executive – sell our Identity Security solution.
To excel, the position requires an Account Executive who:
Is a skilled communicator in first engagements and discovery calls, analyzing prospect 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 and leverages skills in competitively positioning our solutions and partner services.
Leads 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, instead sells as a team.
Acts as the quarterback; takes initiative and prepares the team on what is needed from them prior to calls.
Makes good decisions about who should engage and when, and makes people accountable for following through.
Creates a territory or opportunity plan, outlining steps from discovery to the next steps in the sales cycle.
Works closely with leadership 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, providing accurate information and tailored solutions that align with their 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 service aligned with SailPoint’s core values.
Collaborate with marketing to develop and execute marketing plans through or with partners and end users.
Pursue all leads supplied and ensure internal systems are updated.
Lead technical resources to demonstrate SailPoint's advantages to the customer.
Follow up with customers and partners with post‑sale teams to ensure consistent and ongoing coverage of accounts, 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, including accurate forecasting and Salesforce hygiene.
The path to success: 1‑month milestones
Establish plan for existing customers, identifying opportunities for uplift and account potential.
Segment account list into top 20 accounts and the top 3 big‑bet accounts.
Meet with old account managers to capture history.
Meet with partners of existing accounts to understand their services.
Work with Marketing Manager on marketing plan.
Work with Channel Manager on channel plan.
2‑month milestones
Create stakeholder map for key partners that influence your top 20 accounts and devise an approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity 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 account overview and potential.
Prioritize accounts with potential.
Clean pipeline of 2025 opportunities to establish gaps to target.
Plan marketing and channel engagement to close the gap.
Plan customer references and case studies.
Plan pipeline growth.
Meet with all existing customers to identify extension opportunities.
Lead 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 opportunities and expected time to first sale.
Develop strategies to approach top 20 accounts and present to management.
Complete Salesforce relationship maps for top 20 accounts.
Show progress through sales stages for inbound or inherited opportunities.
Present SailPoint value proposition to managers internally or externally.
6‑month milestones
Build a pipeline of 2 to 3 times target, including existing customer pipeline, new pipeline, and pipeline growth.
Refine go‑to‑market messaging for Microsoft, Okta, partnership benefits, and pricing challenges.
Complete Captain’s badge on HighSpot.
Education
Preferred but not required: Bachelor’s degree or global equivalent in IT, business, or sales.
Travel
Business travel of approximately 50 percent yearly is expected.
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.
Supplemental life insurance for employees, spouses, and children.
Flexible spending accounts for health care, dependent care, and limited purpose.
401(k) savings and investment plan with company matching.
Flexible vacation policy.
8 paid holidays annually.
Sick leave.
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.
Alternative methods of applying 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