Enterprise Account Executive

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Promote and sell SailPoint’s Identity Security Solution.

• Surpass both quarterly and annual revenue targets.

• Respond to inquiries from customers and partners with precise information and customized solutions.

• Create business strategies that align with the designated territory.

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

• Work closely with marketing to devise and implement plans in collaboration with partners and end users.

• Actively pursue provided leads and maintain updates in internal systems.

• Guide technical resources to showcase the advantages of SailPoint’s offerings.

• Follow up with customers and collaborate with the post-sale team to guarantee continuous account management and spot new sales opportunities.

• Manage the entire sales process, encompassing qualification, presentations, demonstrations, RFP responses, negotiations, and closing.

• Acquire a comprehensive understanding of the territory, including customers, prospects, partners, influencers, and competitors.

• Articulate competitive product and technology strategies within the SailPoint market.

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

• Utilize channel management and reporting tools, focusing on forecasting and maintaining Salesforce hygiene.

• Develop customer plans, categorize the account list, and pinpoint priority and Big Bet accounts.

• Construct stakeholder maps, territory plans, account plans, and opportunity plans.

• Ensure Salesforce and Clarity activity records are accurate and up-to-date.

• Engage with customers, partners, marketing, channel management, and sales leadership.

• Create a sales pipeline of 2-3 times the target and refine the go-to-market strategy for the market segment.

• Lead an operational cadence with the virtual team and fulfill assigned enablement badges.

⛳️ Requirements

• Effective communicator during initial engagements and discovery calls, assessing prospect needs to qualify opportunities.

• Highly skilled in understanding and articulating the value of SailPoint solutions, especially in comparison to Microsoft, Okta, and Saviynt.

• Capable of delivering an exceptional customer experience and strategically positioning solutions, partner services, and broader value propositions.

• Proficient in leading virtual teams that include partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success.

• Competent in developing territory and opportunity plans.

• Proven ability to exceed quarterly and annual revenue targets.

• Experience in creating business plans that align with an assigned territory.

• Ability to collaborate effectively with marketing and business partners.

• Skilled in leading technical resources during product demonstrations.

• Proficient in managing the complete sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.

• Experienced in using channel management and reporting tools, ensuring accurate forecasting and Salesforce hygiene.

• Bachelor’s degree or global equivalent in an IT, business, or sales-related field is preferred but not mandatory.

• Expected to travel for business purposes approximately 50% of the year.

🏝️ 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 healthcare and dependent care.

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

• Flexible vacation policy.

• Eight 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.

• Potential eligibility for corporate bonus plans or role-specific commissions.

• Possible eligibility for equity participation.