Healthcare Account Executive Boston

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, creating a strong community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally, expanding our presence creates opportunities for top salespeople to join our awesome culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the market leader and we continually push ourselves to define the market rather than simply follow competitive messaging.

Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. We are proud of our team and the culture we have built, which has led to our employees voting us "best places to work" 15 years in a row.

We are seeking an Account Executive to sell our Identity Security Solution. The ideal candidate will be a skilled communicator in first engagements and discovery calls, analyze prospects’ needs to qualify opportunities, and be highly proficient in presenting the value of SailPoint solutions compared to Microsoft, Okta and Saviynt. They will deliver a superior customer experience from the first discovery call and competently position our solutions and partner services.

They will 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, operating as a team quarterback. They will take initiative, prep the team on needed actions before calls, decide who should engage and when, hold people accountable, create territory or opportunity plans, and work closely with the leadership team to refine ideas and sales strategy.

• 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.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and partners to maintain a high level of customer service aligning with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through partners and end users.
• Pursue all leads supplied and keep internal systems 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, maintain accurate forecasting and Salesforce hygiene.