Strategic Account Executive

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

📋 Description

• Promote SailPoint’s Identity Security Solution across Southern California.

• Surpass quarterly and annual revenue targets.

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

• Create business strategies that align with the designated territory.

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

• Collaborate with marketing teams to formulate and implement plans for partners and end users.

• Actively pursue provided leads and maintain updated records in internal systems.

• Guide technical teams in showcasing SailPoint’s benefits.

• Follow up with customers and collaborate with post-sale teams to ensure continuous account support and uncover new sales opportunities.

• Manage the entire sales process, which includes qualification, presentations, demonstrations, RFP responses, negotiations, and closing.

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

• Articulate product and technology strategies in relation to competing and complementary organizations.

• Navigate conversations with business stakeholders and technical decision-makers.

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

• Establish customer opportunity plans, account segmentation, stakeholder maps, territory plans, marketing plans, and channel plans within the first six months.

• Build a pipeline that is 2 to 3 times the target and refine the go-to-market strategy for the specific market segment.

• Lead regular operational meetings with the virtual team and complete SailPoint enablement badges.

⛳️ Requirements

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

• Approximately 50% of business travel required annually.

• Excellent communication skills during initial engagements and discovery calls.

• Competent in understanding and articulating the value of SailPoint solutions, and comparing them with offerings from Microsoft, Okta, and Saviynt.

• Capability to competitively position SailPoint solutions alongside partner services.

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

• Proficient in creating territory and opportunity plans.

• Skilled in managing the complete sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.

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

• Strong forecasting abilities and maintenance of Salesforce hygiene.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Short-term and long-term disability coverage.

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

• Supplemental life insurance available for employees, 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 provisions.

• Paid parental leave.

• Employee Assistance Program (EAP) and Care Counselors available.

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

• Health Savings Account (HSA) with employer contributions.

• Eligibility for SailPoint Corporate Bonus Plan or role-specific commission.

• Potential for equity participation eligibility.