Healthcare Account Executive

About Sail Point

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 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" – 15 years in a row.

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, analyzing the prospect’s needs to qualify an opportunity.
• Has deep proficiency 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 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.
• Operates as a team player, selling collaboratively rather than independently.
• Acts as the quarterback, taking initiative and prepping the team on what is needed prior to calls.
• Makes good decisions about who should engage and when, and holds people accountable for follow‑through.
• Creates a territory or opportunity plan, detailing the 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 by providing accurate information and tailored solutions.
• Develop business plans that align with your assigned territory.
• Strategically engage 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 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 post‑sale to ensure consistent coverage of accounts and 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 technology strategies employed by the competitive and complementary market.
• Effectively 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.

• Establish plan for existing customers, identifying opportunities for uplift and account potential.
• Segment account list into your top 20 focused accounts and the top 3 big‑bet accounts.
• Meet with old account managers to capture any history.
• Meet with partners of existing accounts to understand their position and services offered.
• Work with Marketing Manager on the marketing plan.
• Work with Channel Manager on the channel plan.

• Create a stakeholder map for key partners in your…