Strategic Account Executive

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

📋 Description

• Promote SailPoint’s Identity Security Solution

• Surpass quarterly and annual revenue targets

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

• Create business strategies that align with the designated territory

• Engage with customers and business partners to ensure high levels of customer service

• Collaborate with marketing to design and implement initiatives with partners and end users

• Follow up on provided leads and maintain updates in internal systems

• Guide technical resources in showcasing SailPoint’s benefits

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

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

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

• Convey competitive product and technology strategies

• Facilitate discussions among business stakeholders and technical decision-makers

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

• Develop customer uplift and account potential plans during initial phases

• Categorize accounts into Top 20 focused accounts and Top 3 Big Bet accounts

• Construct stakeholder, territory, account, and opportunity maps and plans

• Keep Salesforce and Clari updated with activities

• Create a pipeline that is 2 to 3 times the target

• Enhance the go-to-market strategy for the segment

• Complete SailPoint enablement milestones and earn badges

⛳️ Requirements

• Bachelor’s degree or international equivalent in IT, business, or a sales-related discipline preferred but not mandatory

• Effective communication skills for initial engagements and discovery calls

• Capability to assess prospect needs and qualify opportunities

• Expertise in presenting and positioning SailPoint solutions in comparison to Microsoft, Okta, and Saviynt

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

• Skill in creating territory and opportunity plans

• Capacity to collaborate with leadership to refine sales strategies

• Expected annual business travel of approximately 50%

🏝️ 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, their 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 contribution

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

• Potential eligibility for equity participation

• Approximately 50% business travel opportunity