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.

• 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.

• 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.

• Preferred but not required:
  Bach…