Strategic Account Executive NY Metro

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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 a part of our awesome culture.

We are seeking an Account Executive to sell our Identity Security Solution. To excel, the position requires an account executive who is a skilled communicator in first engagements and discovery calls, analyses the prospects' 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, leverages skills in competitively positioning our solutions and a broader value proposition including partner services, can 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, sells as a team rather than independently, acts as the quarterback taking initiative and preparing the team on what is needed from them prior to calls, makes good decisions about who should engage and when, and creates a territory or opportunity plan including the steps to get from discovery to the next steps in the sales cycle, and works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.

• Skilled communicator in first engagements and discovery calls, analyzes prospects' needs to qualify opportunities.
• Proficient in understanding and presenting the value of SailPoint solutions and comparing them to Microsoft, Okta, and Saviynt.
• Provides superior customer experience from the first discovery call and competently positions our solutions and broader value proposition, including partner services.
• Leads a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team and customer success to deliver sales wins.
• Works as part of a team rather than independently.
• Acts as 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 territory or opportunity plans that outline steps from discovery to the next stages.
• Collaborates closely with the leadership team to refine sales strategy.

• 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 aligned with their needs.
• Develop business plans aligned to your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service aligned 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 partners 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 closing.
• 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 complimentary organizations in the SailPoint market space.
• 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…