Strategic Account Executive

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

📋 Description

• Promote SailPoint Identity Security solutions to Fortune 500 clients in Arizona.

• Surpass quarterly and annual revenue targets.

• Respond to customer and partner inquiries with precise, customized solutions.

• Formulate business strategies that align with the designated territory.

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

• Work alongside marketing to create and implement plans through partners and end users.

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

• Direct technical teams in showcasing the benefits of SailPoint.

• Maintain communication with customers and collaborate with post-sale teams to ensure account management and discover new sales prospects.

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

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

• Convey competitive product and technology strategies effectively.

• Facilitate discussions among various business and technical stakeholders.

• Utilize channel management and reporting tools, ensuring precise forecasting and Salesforce accuracy.

• Develop customer, account, opportunity, marketing, and channel strategies during initial phases.

• Build a sales pipeline, forecast opportunities, refine market entry strategies, and earn SailPoint enablement badges.

⛳️ Requirements

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

• Effective communicator during initial engagements and discovery calls.

• Skilled in understanding and presenting SailPoint solutions while comparing them with Microsoft, Okta, and Saviynt.

• Capability to competitively position solutions and articulate broader value propositions, including partner services.

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

• Ability to design territory and opportunity plans.

• Experience managing enterprise sales cycles from qualification to closing.

• Strong understanding of customers, prospects, partners, influencers, and competitors within the territory.

• Competence in navigating discussions with business stakeholders and technical decision-makers.

• Proficient in Salesforce and Clari, maintaining data hygiene.

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

🏝️ 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 available for employees, their spouses, and children.

• Flexible spending accounts for healthcare and dependent care expenses.

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

• Flexible vacation policy.

• Eight paid holidays each year.

• Sick leave benefits.

• Paid parental leave.

• Employee Assistance Program (EAP) and access to Care Counselors.

• Options for Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance.

• Health Savings Account (HSA) with employer contributions.

• Potential availability of SailPoint Corporate Bonus Plan or role-specific commission.

• Opportunity for equity participation.

• Expected business travel of approximately 50% annually.