Enterprise Account Executive – Southern California

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

📋 Description

• Sell SailPoint’s Identity Security Solutions.

• Surpass quarterly and annual revenue targets.

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

• Create business plans that align with the designated territory.

• Engage with customers and business partners to uphold exceptional customer service.

• Work alongside marketing to design and implement marketing strategies for partners and end-users.

• Follow up on provided leads and keep internal systems updated.

• Lead technical resources to showcase SailPoint’s benefits.

• Collaborate with customers and partners alongside the post-sale team to guarantee ongoing account management and new sales prospects.

• Take ownership of the sales cycle, encompassing qualification, presentations, demonstrations, RFP responses, negotiations, and closing.

• Develop a comprehensive understanding of customers, prospects, partners, influencers, and competitors within the territory.

• Convey competitive product and technology strategies effectively.

• Navigate discussions among business and technical decision-makers.

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

• Establish plans for customers, accounts, opportunities, marketing, channels, pipelines, and relationships within the first six months.

• Lead a regular operational cadence with the virtual team and present plans and forecasts to sales management.

• Meet with existing customers to identify opportunities for enhancing SailPoint’s value.

⛳️ Requirements

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

• Strong communication skills in initial engagements and discovery calls, with the ability to analyze prospect needs to qualify opportunities.

• Highly skilled in understanding and presenting SailPoint solutions, particularly in comparison to Microsoft, Okta, and Saviynt.

• Capable of delivering an exceptional customer experience and effectively positioning solutions and partner services competitively.

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

• Ability to formulate territory or opportunity plans.

• Competent in making decisions regarding stakeholder engagement and accountability.

• Skilled in pursuing leads and maintaining accurate internal systems.

• Capable of leading technical resources during customer demonstrations.

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

• Familiar with channel management and reporting tools, including Salesforce and Clari.

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

🏝️ Benefits

• Medical, dental, and vision insurance.

• Coverage for short-term and long-term disability.

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

• Supplemental life insurance 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 contribution.

• Eligible for the SailPoint Corporate Bonus Plan or a role-specific commission.

• Potential eligibility for equity participation.

• Business travel expected to be approximately 50% annually.