Sales Executive

• We are seeking an Account Executive, to sell our Identity Security Solution • 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 • 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 • Met 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 • Showing 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 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: 4019k) Savings and Investment Plan with company matching • Time off benefits: Flexible vacation policy • Holidays: 8 paid holidays annually • Sick leave • Parental 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 • Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls • Who does not operate independently, instead sells as a team • Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt • Who can make good decisions about who should engage and when and make people accountable for following through • Who 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 • Who 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 • Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services • To excel, the position requires an account executive: • Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible • Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity • Preferred but not required: Bachelor’s degree or global equivalent in an IT, business or sales related field #J-18808-Ljbffr