Strategic Account Executive-NYC Metro

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.
Role Summary We are seeking an Account Executive to sell our Identity Security Solution. The ideal candidate is a skilled communicator in first engagements and discovery calls, capable of analyzing prospect needs, qualifying opportunities, and presenting the value of SailPoint solutions compared to Microsoft, Okta, and Saviynt. This role requires a strong understanding of partner resources and the ability to lead a virtual team to deliver sales wins and customer success.
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, which 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.
Milestones & Success Path 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: Existing account overview and account potential.
Prioritized 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 1st sale.
Develop strategies to approach Top 20 accounts - present to management.
Relationship maps in Salesforce are 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, etc.
Complete your Captains badge on HighSpot.

Qualifications Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales related field.
Business travel of approximately 50% yearly is expected.
High proficiency in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Strong communication and discovery call skills.
Experience leading and collaborating with virtual partner and technical teams.
Compensation & Benefits Salary Range (US): $127,400 – $214,760 annually. Base salaries for employees based in other locations are competitive for the employee’s home location. Potential eligibility for corporate bonus plan, role‑specific commission, and equity participation. SailPoint maintains broad salary ranges to reflect knowledge, skills, experience, market conditions, and location.
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.
401(k) savings and investment plan with company matching.
Flexible vacation policy.
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.
Equal Opportunity Statement 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.

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