Healthcare Account Executive

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

📋 Description

• Promote SailPoint’s Identity Security Solution

• Surpass quarterly and annual revenue targets

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

• Create business plans that align with the designated territory

• Engage with customers and business partners to ensure exceptional customer service

• Collaborate with marketing to devise and implement marketing strategies for partners and end-users

• Follow up on provided leads and keep internal systems updated

• Guide technical resources in showcasing SailPoint’s benefits

• Maintain communication with customers and collaborate with the post-sale team for continuous account support and new sales opportunities

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

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

• Articulate competitive product and technology strategies

• Lead discussions with business stakeholders and technical decision-makers

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

• Develop customer account, partner, marketing, channel, territory, and opportunity plans with six-month milestones

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

• Direct an operating rhythm with a virtual team

⛳️ Requirements

• Strong communication skills for initial engagements and discovery calls

• Ability to assess prospect needs and qualify opportunities

• Expertise in presenting SailPoint solutions and positioning them competitively against Microsoft, Okta, and Saviynt

• Commitment to delivering an exceptional customer experience

• Capability to lead virtual teams comprising partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success

• Collaborative selling approach

• Ability to function as the sales “quarterback,” preparing team members and ensuring accountability

• Proficiency in creating territory and opportunity plans

• Collaborate with leadership to refine sales strategies

• Proven ability to exceed revenue quotas

• Skill in developing business plans aligned with the territory

• Ability to work effectively with marketing and channel teams

• Competence in leading technical demonstrations

• Experience managing qualification, presentations, demonstrations, RFP responses, negotiations, and closing

• Understanding of customers, prospects, partners, influencers, and competitors within the territory

• Familiarity with competitive product and technology strategies

• Ability to engage effectively with business stakeholders and technical decision-makers

• Proficiency with Salesforce and Clari, maintaining hygiene, accurate forecasting, and using channel management/reporting tools

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

• Bachelor’s degree or equivalent in IT, business, or a sales-related field preferred but not mandatory

• Attain the “1st Mate” enablement badge and complete the Captains badge on Highspot

🏝️ Benefits

• Medical, dental, and vision insurance

• Short-term and long-term disability coverage

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

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

• Flexible spending accounts for 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

• Role may qualify for the SailPoint Corporate Bonus Plan or a specific commission

• Potential eligibility for equity participation