Enterprise Account Executive-Massachusetts

The role:

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

• Skilled communicator in first engagements and discovery calls, analyzing prospects’ 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 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, not 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 holds people accountable for following through.
• Creates a territory or opportunity plan, outlining steps from discovery to the next stages 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 that align with their specific needs and interests.
• Develop business plans aligned with 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 partner with the post‑sale team to ensure consistent and ongoing coverage of 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.
• 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, identifying opportunities for uplift over coming years and understanding account potential.
• Segment account list into your top 20 focused accounts & 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 a 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 a account plans for key accounts.
• Create opportunity plans for key…