Strategic Sales Executive

Account Executive – Sales – Identity Security  We are seeking an Account Executive to sell our Identity Security Solution. The role requires a skilled communicator who can identify prospects and qualify opportunities.
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 that align with 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, and for 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 the post‑sale team to ensure consistent and ongoing coverage of the 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 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.
Milestone Timeline    1‑month milestones:
Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential.
Segment the account list into your top
20 focused accounts and the top3 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 the Marketing Manager on a marketing plan.
Work with the Channel Manager on a 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 activities and updates.
Meet weekly with sales management to keep Salesforce and Clari up to date.

3‑month milestones:
Complete a territory plan and present it to Sales Management, including an overview of existing accounts, account potential, prioritized accounts, and a clean pipeline of potential 2025 opportunities to establish a gap to target.
Develop marketing and channel engagement plans to close the gap to target.
Plan customer references and case studies.
Grow the pipeline and meet with all existing customers to identify opportunities to extend the value they are receiving from SailPoint.
Lead an operating cadence with a virtual team and achieve the “1st Mate” enablement badge.

4‑month milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present a forecast for self‑generated opportunities and expected time to first sale.
Develop strategies to approach the top
20 accounts and present them to management.
Complete relationship maps in Salesforce so customers from the top
20 accounts know who you are.
Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5–40).
Present the SailPoint value proposition in front of management, either with a customer/prospect or internally.

6‑month milestones:
Build a pipeline of 2 to 3 times the target.
Progress the existing customer pipeline and create new pipeline.
Refine the go‑to‑market for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with a partner, and pricing challenges.
Complete the Captains badge on High Spot.

Qualifications   Preferred but not…