Strategic Account Executive

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

📋 Description

• Promote SailPoint Identity Security solutions to Fortune 500 clients

• Surpass quarterly and yearly revenue targets

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

• Formulate business strategies for the designated territory

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

• Collaborate with marketing teams to create and implement marketing plans for partners and end-users

• Follow up on provided leads and keep accurate records in internal systems

• Guide technical resources in showcasing SailPoint's advantages to customers

• Maintain communication with customers and coordinate with post-sale teams for continuous account management and new sales prospects

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

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

• Articulate competitive and complementary product and technology strategies

• Facilitate discussions at both business and technical levels within customer organizations

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

• Develop customer opportunity, account, stakeholder, marketing, and channel plans during onboarding

• Keep Salesforce and Clari activities and updates precise

• Create and present a territory plan along with a pipeline growth strategy

• Meet with current customers to discover opportunities for enhancing SailPoint's value

• Lead a structured operating cadence with the virtual team

• Formulate account and opportunity plans and provide forecasts

• Create strategies for the Top 20 accounts

• Build a pipeline of 2–3 times the target and refine go-to-market messaging against Microsoft and Okta

⛳️ Requirements

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

• Excellent communication skills for initial engagements and discovery calls

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

• Capable of competitively positioning solutions and partner services

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

• Skills to create territory and opportunity plans

• Proven ability to exceed quarterly and annual revenue targets

• Capability to develop business plans aligned with the territory

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

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

• Knowledge of competitive and complementary product and technology strategies

• Ability to engage business stakeholders and technical decision-makers

• Proficient with channel management and reporting tools, Salesforce, and Clari

• Ability to earn SailPoint enablement badges, including “1st Mate” and “Captains” badges

🏝️ 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 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

• Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance options

• Health Savings Account (HSA) with employer contribution

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

• Potential eligibility for equity participation

• Approximately 50% business travel opportunity/expectation