Healthcare Sales Executive - Michigan

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, providing us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally, and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what competitors are marketing. 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" for 15 years in a row.

We are seeking a Strategic Account Executive to sell our Identity Security Solution to payers and providers in Michigan.

• Skilled communicator in first engagements and discovery calls, analyzing prospect 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
• Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and a broader value proposition including partner services
• Leads 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
• Operates as part of a team rather than independently
• Acts as the quarterback; takes initiative and prepares the team on what is needed from them prior to calls
• Decides who should engage and when, and makes people accountable for following through
• Creates a territory or opportunity plan, outlining steps required to progress from discovery to the next stages in the sales cycle
• Works closely with the leadership team to refine ideas and make the 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 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 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
• 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

• Establish plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential
• Segment account list into your top 20 focused accounts and 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…