Key Accounts Director

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

📋 Description

• Promote and sell SailPoint’s Identity Security Solution

• Surpass quarterly and annual revenue targets

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

• Create business strategies that align with the designated territory

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

• Collaborate with marketing teams to design and implement partner and end-user marketing strategies

• Pursue provided leads and maintain updates in internal systems

• Guide technical resources in showcasing SailPoint’s unique advantages

• Follow up with customers and work with the post-sale team to ensure ongoing account support and identify new sales prospects

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

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

• Initiate, navigate, and oversee discussions within customer organizations

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

• Create customer account plans, opportunity strategies, territory plans, marketing initiatives, and channel frameworks

• Segment and prioritize the Top 20 and Top 3 Big Bet accounts

• Construct stakeholder maps and build relationships in Salesforce

• Maintain a sales pipeline of 2 to 3 times the target

• Lead operational meetings with the virtual team

• Present forecasts, value propositions, territory strategies, and go-to-market plans to management

• Engage with existing customers to uncover opportunities to enhance SailPoint’s value

• Refine competitive go-to-market messaging in comparison to Microsoft and Okta

⛳️ Requirements

• Preferred (but not mandatory): Bachelor's degree or global equivalent in IT, business, or a sales-related discipline

• Approximately 50% annual business travel

• Excellent communication skills during initial engagements and discovery calls

• Proficient in presenting SailPoint solutions and competitive positioning relative to Microsoft and Okta

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

• Ability to formulate territory and opportunity plans

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

• Familiarity with customers, prospects, partners, influencers, and competitors within the territory

• Ability to convey product and technology strategies in relation to competitive and complementary organizations

• Capacity to engage stakeholders from business leaders to technical decision-makers

• Proficient with channel management and reporting tools, ensuring accurate forecasting and Salesforce maintenance

• Ability to earn a “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 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

• 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

• Potential eligibility for a corporate bonus plan or role-specific commissions

• Potential eligibility for equity participation