Strategic Account Executive

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

📋 Description

• Surpass quarterly and annual revenue targets.

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

• Create business plans that align with the designated territory.

• Interact with customers and partners to uphold exceptional customer service.

• Collaborate with marketing on strategies for both partners and end-users.

• Follow up on provided leads and update internal databases accordingly.

• Guide technical teams in showcasing SailPoint's benefits.

• Maintain contact with customers and partner with post-sale teams to ensure account management and uncover new sales prospects.

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

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

• Convey competitive product and technology strategies effectively.

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

• Utilize channel management and reporting tools for accurate forecasting and Salesforce maintenance.

• Develop customer, partner, territory, and opportunity plans during onboarding.

• Build a robust pipeline, refine go-to-market messaging, and lead operational rhythms with a virtual team.

⛳️ Requirements

• Excellent communication skills for initial engagements and discovery calls.

• Capability to assess prospect needs and qualify opportunities.

• Expertise in presenting SailPoint solutions and positioning them against competitors such as Microsoft, Okta, and Saviynt.

• Ability to deliver an outstanding customer experience and articulate comprehensive value propositions, including partner services.

• Experience in leading virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success.

• Skill in collaborative selling and coordinating with team members.

• Competence in creating territory and opportunity plans.

• Ability to work alongside leadership to enhance sales strategies.

• Proficiency in managing qualification, presentations, demonstrations, RFP responses, negotiations, and closing processes.

• Ability to engage stakeholders across business and technical levels.

• Proficiency in Salesforce and Clari for activity tracking, forecasting, and pipeline updates.

• Willingness to travel approximately 50% for business annually.

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

🏝️ 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 options for employees, spouses, and children.

• Flexible spending accounts for healthcare and dependent care.

• Limited purpose flexible spending account available.

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

• Flexible vacation policy.

• Eight paid holidays each year.

• Sick leave provisions.

• Paid parental leave benefits.

• 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.

• SailPoint Corporate Bonus Plan or role-specific commission eligibility.

• Potential for equity participation eligibility.