Sales Executive-Minnesota

About Sail Point

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. The company is recognized by analysts such as Gartner, Forester and Kuppinger Cole as the market leader and has been voted “best places to work” for 15 years in a row.

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

Required Skills

• Skilled communicator in first engagements and discovery calls, analyzing prospects’ needs to qualify an opportunity.
• Highly proficient in presenting SailPoint’s value and comparing to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call, competently positioning our solutions and partner services.
• Leads a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success.
• Acts as a quarterback, taking initiative and preparing the team on what is needed before calls.
• Makes good decisions about engagement timing and holds people accountable for follow‑through.
• Creates a territory or opportunity plan outlining steps from discovery to the next sales cycle step.
• Works closely with the leadership team to refine strategy and maximize sales effectiveness.

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries with accurate information and tailored solutions.
• Develop business plans aligned with your assigned territory.
• Strategically engage customers and business partners to maintain high-level service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through partners and end users.
• Follow all leads supplied and maintain internal systems up to date.
• Lead technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow up with customers and partners post‑sale to ensure consistent coverage and capture new sales opportunities.
• Own and oversee the entire sales cycle: qualifying, presentations, demonstrations, RFPs, negotiations, and closing.
• Build deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technology strategies of competitors in the SailPoint market space.
• Initiate, navigate, and manage discussions across all levels of a customer’s organization.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

• Month 1 milestones
  • Plan for existing customers, identify uplift opportunities, and assess account potential.
  • Segment account list into top 20 focused accounts and top 3 big‑bet accounts.
  • Meet with old account managers to capture history.
  • Meet with partners of existing accounts to understand their position and services offered.
  • Work with the Marketing Manager on the marketing plan.
  • Work with the Channel Manager on the channel plan.
• Month 2 milestones
  • Create stakeholder map for key partners that influence your top 20 accounts.
  • Demonstrate Salesforce hygiene with regular, accurate activity and updates.
  • Meet weekly with sales management to keep Salesforce and Clari up to date.
• Month 3 milestones
  • Complete territory plan and present to Sales Management: existing account overview, account potential, prioritized accounts, pipeline opportunities, marketing & channel engagement plans, customer references, pipeline growth plan, and operating cadence with virtual team.
• Month 4 milestones
  • Create account plans for key accounts.
  • Create opportunity plans for key opportunities.
  • Present forecast for self‑generated opportunities and expected time to first sale.
  • Develop strategies to approach top 20 accounts.
  • Complete relationship maps in Salesforce.
  • Show progress through sales stages for inbound/​inherited opportunities.
  • Present SailPoint value proposition internally or to customers/prospects.
• Month 6 milestones
  • Build a pipeline 2–3 times the target.
  • Progress existing pipeline and create new pipeline.
  • Refine go‑to‑market for the market segment: messaging against Microsoft and Okta, partner benefits, and pricing challenges.
  • Complete your…