About this role
Job title: Strategic Sales Executive
About the Role We are seeking an Account Executive to sell SailPoint's Identity Security Solution. The role requires a skilled communicator who can lead discovery calls, understand customer needs, and present the value of SailPoint while competing with Microsoft, Okta, and Saviynt. This position emphasizes teamwork, leading a virtual cross-functional team (presales, partner manager, deal desk, services, customer success) to drive sales wins and customer success, while selling with channel partners.
What You'll Do
- Exceed quarterly and yearly revenue quota.
- Address customers' and partners' inquiries with tailored solutions aligned to their needs.
- Lead the sales cycle from qualifying and demonstrations to RFPs, negotiations, and closing.
- Coordinate a virtual team of resources including presales, partner managers, deal desk, professional services, and customer success.
- Create territory and opportunity plans, map accounts, and develop a plan to move from discovery to next steps.
- Manage forecasting, Salesforce hygiene, and utilize channel management tools.
- Collaborate with marketing to develop and execute plans with partners and end users.
- Follow up with customers and ensure ongoing coverage including new opportunities.
- Build strong relationships across business and technical stakeholders; navigate discussions at all levels.
- Understand competitive and complementary product strategies and articulate SailPoint's advantages.
What We're Looking For
- Skilled communicator in initial engagements and discovery calls; able to analyze prospect needs and qualify opportunities.
- Proficient in understanding and presenting SailPoint's value and how it compares to Microsoft, Okta, and Saviynt.
- Ability to deliver superior customer experience and position broader value proposition including partner services.
- Experience leading a virtual cross-functional team to deliver sales wins (presales, partner manager, deal desk, services, customer success).
- Team-focused and able to quarterback; delegate and hold team accountable.
- Ability to create territory or opportunity plans, and collaborate with leadership to refine sales strategy.
- Strong territory knowledge including customers, prospects, partners, influencers, and competitors.
- Comfortable managing the full sales cycle: qualification, presentations, demos, RFPs, negotiations, and closing.
- Proficient with channel management and Salesforce hygiene.