Strategic Account Executive- England

Overview

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

We are recognized by analysts such as Gartner, Forrester and Kuppinger Cole as the market leader, and we continue to push ourselves to define the market rather than follow what the analysts or 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 an Account Executive to sell our Identity Security Solution.

• Skilled communicator in first engagements and discovery calls, accurately analyzing prospects’ needs to qualify opportunities.
• Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provide a superior customer experience from the first discovery call while competitively positioning our solutions and broader value proposition, including partner services.
• Lead a virtual team of partner resources, pre‑sales, partner managers, deal desk, professional services, BVA team and customer success to deliver sales wins and customer success.
• Collaborate as a team rather than operating independently.
• Act as the quarterback: take initiative, prepare the team on what is needed prior to calls.
• Make good decisions about who should engage and when, holding people accountable for follow‑through.
• Create a territory or opportunity plan that includes the steps needed to move from discovery to the next steps in the sales cycle.
• Work 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 the 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.
• 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.

• 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 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…