Commercial Account Executive

This is a fully remote position, open to applicants in New York.

📋 Description

• Oversee and enhance the SailPoint Customer Install Base territory.

• Promote SailPoint Identity Security solutions to end users and channel partners via various market channels.

• Comprehend clients' operations and craft persuasive value propositions.

• Cultivate trusted senior-level relationships.

• Achieve and surpass the financial goals set by the business.

• Embrace and embody SailPoint's culture, processes, and solutions.

• Foster relationships with Sales Engineers, leadership, partners, and Professional Services.

• Complete required corporate training and sales methodology courses.

• Organize and execute customer, prospect, and partner planning meetings, aiming for 5 key meetings each week.

• Establish relationships with key decision-makers and purchasers.

• Create strategic territory plans, which include whitespace analysis.

• Develop heat maps and pinpoint accounts for modernization and additional opportunities.

• Collaborate with the Regional Partner Manager to identify key strategic partners.

• Follow up on marketing and partner leads to generate a qualified pipeline.

• Independently manage the entire sales cycle from qualification to negotiation.

• Coordinate technical and sales support resources to showcase SailPoint's value.

• Maintain an active pipeline that is three times the annual budget.

• Forecast Commit and Best Case deals with an accuracy range of 95–110%.

• Finalize deals and drive revenue growth.

• Clearly articulate business value and ROI to C-level executives.

• Ensure weekly data accuracy in Salesforce and Clari.

• Design and implement territory and account plans.

• Communicate efficiently with internal teams and stakeholders at various levels.

⛳️ Requirements

• Bachelor's degree or an equivalent qualification in IT, business, or a sales-related field.

• Over 5 years of Business to Business sales experience.

• At least 2 years in the Identity Management or Security sectors.

• Demonstrated success in a quota-driven sales environment.

• Strong understanding of technology and technological advancements.

• Proven negotiation abilities.

• Capacity to persuade and influence decision-makers and executives.

• Proficient presentation skills for executive management, including C-level executives.

• Professional demeanor and personal integrity.

• Strong internal commitment to achieving success.

• Ability to establish and sustain a wide network of professional relationships over time.

• Excellent oral and written communication skills.

• Capability to complete 100% of required corporate training.

• Proficiency in Salesforce (SFDC) and Clari.

• Ability to maintain 100% accuracy in data within Salesforce and Clari.

🏝️ 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 health care and dependent care expenses.

• Limited purpose flexible spending account.

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

• Flexible vacation policy.

• 8 paid holidays each year.

• Sick leave provisions.

• Paid parental leave benefits.

• Access to 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 the SailPoint Corporate Bonus Plan or role-specific commission may apply.

• Potential for equity participation.

• Remote work arrangements available.

• Approximately 50% business travel required.