Strategic Account Executive - Healthcare; Boston

Role

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

• Skilled communicator in first engagements and discovery calls, analyzing the prospect’s needs to qualify an opportunity.
• 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 and leverages skills in competitively positioning solutions and related 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 and customer success.
• Operates as part of a team rather than independently.
• Acts as the quarterback, takes initiative, and prepares the team on what is needed from them prior to calls.
• Makes sound decisions about who should engage and when, and holds people accountable for follow‑through.
• Creates a territory or opportunity plan that outlines the steps needed from discovery to the next sales‑cycle steps.
• Works closely 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 the 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 or 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 with the post‑sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and 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 complimentary 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.

• 1‑Month Milestones
  • Establish plan for existing customers, clearly identifying opportunities for uplift over coming years and understanding account potential.
  • Segment account list into 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 Marketing Manager on marketing plan.
  • Work with Channel Manager on channel plan.
• 2‑Month Milestones
  • Create 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.
• 3‑Month Milestones
  • Complete territory plan and present to Sales Management:
    • Existing account overview and account potential.
    • Prioritized accounts with account potential.
    • Clean pipeline of potential 2025 opportunities to establish gap to target.
    • Marketing and channel engagement plans to close the gap to target.
    • Customer references / case studies planned.
    • 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 virtual team.
    • Achieve “1st Mate” enablement badge.
• 4‑Month Milestones
  • Create account plans for key accounts.
  • Create…