Strategic Account Executive

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

📋 Description

• Promote SailPoint's Identity Security Solution.

• Assess prospect requirements during initial engagements and discovery calls to qualify opportunities.

• Showcase SailPoint solutions and their advantages compared to Microsoft, Okta, and Saviynt.

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

• Develop territory, account, and opportunity strategies.

• Surpass quarterly and annual revenue targets.

• Respond to customer and partner inquiries with customized solutions.

• Formulate business plans aligned with the designated territory.

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

• Collaborate with marketing on initiatives executed through partners and end users.

• Pursue leads and keep internal systems updated.

• Guide technical teams in showcasing SailPoint's benefits.

• Follow up with customers and work with the post-sale team to ensure account coverage and identify new sales opportunities.

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

• Acquire knowledge about territory customers, prospects, partners, influencers, and competitors.

• Communicate strategies regarding competitive products and technologies.

• Facilitate discussions across customer organizations, addressing both business stakeholders and technical decision-makers.

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

• Establish customer opportunity and account plans during onboarding milestones.

• Segment accounts into Top 20 focused accounts and Top 3 Big Bet accounts.

• Meet with account managers and partners to comprehend account history, positioning, and services.

• Create stakeholder maps, territory plans, and marketing and channel engagement strategies.

• Maintain accurate updates in Salesforce and Clari activity.

• Build a pipeline that is 2–3 times the target and refine go-to-market messaging.

• Achieve SailPoint enablement badges, including “1st Mate” and “Captains” badges on HighSpot.

⛳️ Requirements

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

• Strong communication skills during initial engagements and discovery calls.

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

• Capable of delivering an exceptional customer experience and effectively positioning solutions and partner services.

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

• Competent in creating territory and opportunity plans.

• Proven ability to exceed quarterly and annual revenue targets.

• Proficient in managing the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.

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

• Proficient in Salesforce and Clari, including accurate forecasting and Salesforce hygiene.

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

🏝️ 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, 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.

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

• Potential eligibility for equity participation.

• Approximately 50% business travel opportunity.