[Remote] Strategic Account Executive

Note: The job is a remote job and is open to candidates in USA. SailPoint is a leader in Identity Security, and they are seeking an Account Executive to sell their Identity Security Solution. The role involves engaging with customers and partners, addressing their unique inquiries, and leading the sales cycle to exceed revenue goals.

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
• Fosters 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

Skills

• Skilled communicator in first engagements and discovery calls analyzing the 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
• 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, instead 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 you believe are required to get from discovery to the next steps in the sales cycle
• Will work closely with the leadership team to refine ideas and make sales strategy as effective as possible
• 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 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
• Fosters 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
• Bachelor's degree or global equivalent in an IT, business or sales related field

Benefits

• 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

Company Overview

Company H1B Sponsorship