Healthcare Account Executive

Account Executive – Sail Point

The role:

We are seeking an Account Executive to sell our Identity Security Solution. It requires a skilled communicator in first engagements and discovery calls, who can analyze prospects’ needs, qualify opportunities, and present the value of SailPoint solutions relative to Microsoft, Okta, and Saviynt. The candidate will provide a superior customer experience, lead virtual partner resources, and work as part of a sales team, acting as a quarterback to prep the team, make decisions about engagement, and drive accountability.

The role involves creating territory or opportunity plans, refining ideas with leadership, and executing a sales strategy.

• 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 your assigned territory.
• Strategically engage with customers and 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 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 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 product and technology 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 channel management and reporting tools, maintaining accurate forecasting and Salesforce hygiene.

• 1‑month:
  Establish plan for existing customers, segment top accounts, capture history, work with marketing and channel managers on plans.
• 2‑month:
  Create stakeholder map for key partners, demonstrate Salesforce hygiene, keep data current.
• 3‑month:
  Complete territory plan, refine marketing plans, grow pipeline, identify upsell opportunities, achieve “1st Mate” enablement badge.
• 4‑month:
  Create account and opportunity plans for key accounts, present forecasts and sales strategies to management.
• 6‑month:
  Build pipeline 2–3× target, refine go‑to‑market messaging, complete Captains badge on High Spot.

Preferred but not required:
Bachelor’s degree or global equivalent in IT, business or sales related field.

Travel:
Approximately 50% business travel yearly.

Base salary range for US employees: $109,200 – $. Eligibility for SailPoint Corporate Bonus Plan, role‑specific commission, and potential equity participation. Benefits vary by location. Basic structure includes:

• Health and wellness coverage:
  Medical, dental, and vision insurance.
• Disability coverage:
  Short‑term and long‑term disability.
• Life protection:
  Life insurance and Accidental Death & Dismemberment (AD&D).
• Additional life coverage options:
  Supplemental life insurance for employees, spouses, and children.
• Flexible spending accounts for health care and dependent care.
• 401(k) savings and investment plan with company matching.
• Time off benefits:
  Flexible vacation policy, 8 paid holidays annually, sick leave.
• Parental support:
  Paid parental leave.
• Employee Assistance Program (EAP) and Care Counselors.
• Voluntary benefits:
  Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance options.
• Health Savings Account (HSA) with employer contribution.

SailPoint is an equal‑opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.