Strategic Sales Executive

The role

We are seeking an Account Executive to sell our Identity Security Solution.

• Skilled communicator in first engagements and discovery calls, 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 and leverage skills in competitively positioning our solutions and a broader value proposition including partner services.
• 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.
• Sell as a team rather than working independently.
• Act as the quarterback, taking initiative and preparing the team on what is needed from them prior to calls.
• Make good decisions about who should engage and when, and hold people accountable for following through.
• Create a territory or opportunity plan, outlining the steps to move from discovery to the next stages in the sales cycle.
• Collaborate 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 to 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 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 that clearly identifies opportunities for uplift over the coming years and understands 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 offered.
• Work with the Marketing Manager on a marketing plan.
• Work with the Channel Manager on a channel plan.

• 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 activity and updates.
• Meet weekly with sales management to keep Salesforce and Clari up to date.

• Complete a territory plan and present it to Sales Management.
• Provide an overview of existing accounts and account potential.
• Prioritize accounts with high account potential.
• 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.
• Create a pipeline growth plan.
• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
• Lead an operating cadence with…