Healthcare Account Executive

SailPoint is a leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, providing a strong community of customers, partners, and analysts who trust our team to solve complex challenges.

We are recognized by analysts such as Gartner, Forester, and Kuppinger Cole as the market leader and continue to define the market rather than follow competitors. Organizations struggle to understand who has access to what applications and data; we help them answer these key questions. Identity security is the central control point for enterprise risk management.

Our team culture has earned us recognition as one of the best places to work for 15 years in a row.

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

To excel, the position requires the following:

• Skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify opportunities.
• 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.
• Leads 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.
• Does not operate independently; sells as part of a team.
• Acts as the quarterback, taking initiative and preparing the team on what is needed before each call.
• Makes good decisions about who should engage and when, holding people accountable for follow‑through.
• Creates a territory or opportunity plan, outlining steps to progress from discovery to subsequent sales cycle stages.
• 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 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 customers.
• Follow up with customers and partner 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 the 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 complementary 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 a plan for existing customers, identifying opportunities for uplift and account potential.
  • Segment the account list into the top 20 focused accounts and the top 3 Big Bet accounts.
  • Meet with former account managers to capture account history.
  • Meet with partners of existing accounts to understand their services.
  • Collaborate with the Marketing Manager on the marketing plan.
  • Collaborate with the Channel Manager on the channel plan.
• 2‑month milestones:
  • Create a stakeholder map for key partners that influence the top 20 accounts and devise an approach to connect with them.
  • Demonstrate Salesforce hygiene with regular, accurate activity and…