Strategic Account Executive- New Jersey

Job title: Strategic Account Executive- New Jersey

About the Role We are seeking an Account Executive to sell SailPoint’s Identity Security solutions. In this remote role focused on New Jersey, you will lead a cross-functional team to win, architect, and close deals while delivering customer value and managing the full sales cycle.

What You'll Do

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address each customer’s and partner’s inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans that 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.
• 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.
• Lead the creation of a milestone-based operating plan (1-month to 4-month milestones) for existing accounts, pipeline development, Salesforce hygiene, and partner engagement to drive early and sustained success.

What We're Looking For

• Skilled communicator in first engagements and discovery, capable of quickly qualifying opportunities.
• Proficient in understanding and presenting SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Focused on delivering superior customer experience from discovery through post-sale, leveraging partner services as part of the value proposition.
• Able to lead a virtual team of presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver wins.
• Collaborative team player who sells as part of a team; not operating in isolation.
• Acts as quarterback; initiates and directs team preparation and accountability for engagement timing.
• Able to create a territory or opportunity plan outlining steps from discovery to next steps in the sales cycle.
• Works with leadership to refine sales strategy and improve effectiveness.