Enterprise Account Executive, Sailpoint

• To excel, the position requires an account executive:
• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
• Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services
• Who 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
• Who does not operate independently, instead sells as a team
• Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
• Who can make good decisions about who should engage and when and make people accountable for following through
• Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
• Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible

Desirable

• We are seeking an Enterprise Account Executive, to sell our Identity Security Solution
• 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, which align to your 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/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 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 the closing process
• Fosters 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 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
• Met 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 opportunity plans for key opportunities
• Present forecast for self-generated opportunity & expected time to 1st Sale
• Develop strategies to approach Top 20 accounts - present to management
• Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are
• Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40)
• Present SailPoint value proposition in front of manager via either: customer / prospect or internally
• 6-month milestones:
• Built a Pipeline of 2 to 3 times target comprising
• Existing customer pipeline
• Progress existing pipeline
• New Pipeline
• Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc
• Complete your Captains badge on HighSpot