Strategic Account Executive

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

📋 Description

• Promote SailPoint Identity Security solutions.

• Surpass quarterly and annual revenue targets.

• Address inquiries from customers and partners with precise, customized solutions.

• Create business strategies aligned with the designated territory.

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

• Collaborate with the Marketing team to design and implement plans for partners and end users.

• Pursue provided leads and keep internal systems updated.

• Guide technical teams in showcasing the advantages of SailPoint.

• Follow up with customers and partner with post-sale teams to guarantee account management and discover new opportunities.

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

• Develop a thorough understanding of customers, prospects, partners, influencers, and competitors within the territory.

• Convey competitive product and technology strategies.

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

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

• Establish opportunity, account, marketing, and channel plans during initial phases.

• Create stakeholder maps, maintain updates in Salesforce and Clari, and complete territory and account plans.

• Build a pipeline of 2–3 times the target and refine go-to-market approaches.

• Lead operational cadence with the virtual team and obtain SailPoint enablement badges.

⛳️ Requirements

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

• Approximately 50% business travel required annually.

• Strong communication skills in initial interactions and discovery calls.

• Capability to assess prospect needs and qualify opportunities.

• Proficient in presenting and positioning SailPoint solutions against competitors like Microsoft, Okta, and Saviynt.

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

• Skilled in creating territory and opportunity plans.

• Experience with Salesforce, Clari, channel management, reporting tools, forecasting, and Salesforce maintenance.

• Ability to navigate discussions with both business stakeholders and technical decision-makers.

🏝️ 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 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 per 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 contributions.

• Corporate Bonus Plan or role-specific commission may be available.

• Potential eligibility for equity participation.