Account Executive, SLED

This is a fully remote position, open to applicants in Minnesota, +1 more state.

📋 Description

• Sell SailPoint Identity Security Solutions to State, Local, and Higher Education organizations.

• Surpass quarterly and annual revenue targets.

• Respond to customer and partner inquiries with precise information and customized solutions.

• Create business plans that align with the designated territory.

• Strategically engage with customers and business partners to ensure exceptional customer service.

• Collaborate with marketing to design and implement marketing plans for partners and end-users.

• Follow up on provided leads and maintain internal system updates.

• Guide technical resources in showcasing SailPoint's benefits.

• Follow up with customers and collaborate with post-sale teams to guarantee ongoing account management and uncover new sales opportunities.

• Manage the complete sales cycle, covering qualification, presentations, demonstrations, RFP submissions, negotiations, and closing deals.

• Acquire in-depth knowledge of the territory, including customers, prospects, partners, influencers, and competitors.

• Comprehend and articulate competitive product and technology strategies.

• Facilitate discussions among business stakeholders and technical decision-makers.

• Utilize channel management and reporting tools, ensuring accurate forecasting and maintaining Salesforce hygiene.

• Develop customer uplift and account potential plans during the onboarding process.

• Categorize accounts into Top 20 focused accounts and Top 3 Big Bet accounts.

• Formulate plans for partners, marketing, channels, territories, accounts, and opportunities.

• Keep Salesforce and Clari activities and updates accurate.

• Build a pipeline at 2–3 times the target.

• Refine go-to-market messaging in relation to Microsoft and Okta.

• Complete necessary SailPoint enablement badges.

⛳️ Requirements

• Excellent communicator during initial engagements and discovery calls, evaluating prospect needs to qualify opportunities.

• Highly skilled in understanding and presenting SailPoint solutions, along with comparisons to Microsoft, Okta, and Saviynt.

• Capable of delivering an outstanding customer experience while competitively positioning solutions and partner services.

• Ability to lead virtual teams, including partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success.

• Must act as the quarterback, take initiative, prepare teams for calls, and ensure accountability.

• Ability to devise territory and opportunity plans.

• Ability to work closely with leadership to refine sales strategies.

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

• Approximately 50% business travel required annually.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Short-term and long-term disability coverage.

• Life insurance and Accidental Death & Dismemberment (AD&D) coverage.

• Supplemental life insurance available for employees, spouses, and children.

• Flexible spending accounts for both health care and dependent care.

• Limited purpose flexible spending account.

• 401(k) Savings and Investment Plan with company matching.

• Flexible vacation policy.

• 8 paid holidays each year.

• Sick leave.

• Paid parental leave.

• Employee Assistance Program (EAP) and Care Counselors.

• Options for Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance.

• Health Savings Account (HSA) with employer contributions.

• Eligibility for SailPoint Corporate Bonus Plan or role-specific commission.

• Potential for equity participation.