Strategic Account Executive- England

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides 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 part of our 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 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.

Account Executive – sell our Identity Security solution.

To excel, the position requires an Account Executive who:

• Is a skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify an opportunity.
• Is 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 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.
• Does not operate independently, instead sells as a team.
• Acts as the quarterback; takes initiative and prepares the team on what is needed from them prior to calls.
• Makes good decisions about who should engage and when, and makes people accountable for following through.
• Creates a territory or opportunity plan, outlining steps from discovery to the next steps in the sales cycle.
• Works closely with leadership 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, providing accurate information and tailored solutions that align with their needs and interests.
• Develop business plans that align to your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through or with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead technical resources to demonstrate SailPoint's advantages to the customer.
• Follow up with customers and partners with post‑sale teams to ensure consistent and ongoing coverage of accounts, 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 plan for existing customers, identifying opportunities for uplift and account potential.
• Segment account list into top 20 accounts and the top 3 big‑bet accounts.
• Meet with old account managers to capture history.
• Meet with partners of existing accounts to understand their services.
• Work with Marketing Manager on marketing plan.
• Work with Channel Manager on channel plan.

• Create…