Strategic Account Executive

Strategic Account Executive

The role:

We are seeking a Strategic Account Executive, to sell our Identity Security Solution.

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.

Responsibilities

• 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.

The path to success:

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.

Education

• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.

Travel:

• Business travel of approximately 50 percent yearly is expected for this position.

• SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified