The US Commercial AE role requires an experienced, motivated sales professional to manage and expand a SailPoint Customer Install Base territory. This position is responsible for selling SailPoint’s Identity Security solutions to end users and channel partners, leveraging all routes to market. Success is defined by a thorough understanding of the client's business, the development of compelling value proposals, and the maintenance of trusted senior-level relationships. Furthermore, the US Commercial AE is expected to meet and exceed the financial expectations of the business.
First 30 Days: Foundation and Learning
The primary focus in the first month is to build a strong foundation. This involves internalizing SailPoint's culture, processes, and solutions.
Internalize Company & Team Culture:
Learn and align with company core values and maintain a "total customer service" attitude.
Build relationships with your internal team, including Sales Engineers (SEs), leadership, Partners, and Professional Services.
Complete Foundational Training:
Complete 100% of mandatory corporate training and sales methodology coursework.
Gain a deep understanding of SailPoint's Identity Security solutions.
Learn the Tools and Processes:
Become proficient with internal systems like Salesforce (SFDC) and Clari.
Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene.
Begin Customer and Partner Outreach:
Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings.
Begin building relationships with key decision-makers and buyers in your accounts.
First 60 Days: Strategic Planning and Engagement
In the second month, the focus shifts from learning to strategic planning and initiating contact with customers and partners.
Develop Your Business Plan:
Create a strategic territory plan to identify growth opportunities, including whitespace analysis.
For those on the Install Base team, develop heat maps and identify top accounts for modernization and add-on opportunities and work closely with your Regional Partner Manager in identifying strategic Partners within your territory
Start Building Pipeline:
Actively work on lead follow-up from marketing and partners.
Start generating new qualified pipeline to contribute to your monthly goals.
First 90 Days: Execution and Ramping
By the end of the first quarter, the focus is on active selling, managing your pipeline, and demonstrating command of your business.
Manage the Full Sales Cycle:
Independently lead all aspects of the sales process, from qualifying opportunities to negotiation.
Marshal technical and sales support resources effectively to demonstrate SailPoint's value.
Build and Forecast Your Pipeline:
Work towards achieving the goal of maintaining a total active pipeline that is 3x your annual budget.
Refine your forecasting skills to accurately project "Commit" and "Best Case" deals, aiming for 95-110% accuracy.
Deliver Initial Results:
Closing deals and generating revenue.
Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives.
Operational Excellence and Professional Skills
Beyond the numbers, success involves demonstrating strong professional skills and adherence to company processes.
Data Hygiene: Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly.
Strategic Planning: Develop and execute effective territory and account plans.
Training Compliance: Complete 100% of mandatory corporate training on schedule.
Customer Relationship Management: Build and maintain trusted relationships with senior-level decision-makers.
Collaboration: Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.).
Executive Presence: Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives.
Success in role for a Commercial Account Executive (AE) at SailPoint is measured across four key areas: financial results, pipeline and activity management, operational discipline, and stakeholder collaboration.
Education:
Bachelor's degree or global equivalent in an IT, business or sales related field.
Travel:
Business travel of approximately 50 percent yearly is expected for this position.
Experience Requirements:
- 5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries
- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
- Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level
- Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills
Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.
As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):
$64,800 - $109,209.00
Base salaries for employees based in other locations are competitive for the employee’s home location.
Benefits Overview
1. Health and wellness coverage: Medical, dental, and vision insurance
2. Disability coverage: Short-term and long-term disability
3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
6. Financial security: 401(k) Savings and Investment Plan with company matching
7. Time off benefits: Flexible vacation policy
8. Holidays: 8 paid holidays annually
9. Sick leave
10. Parental support: Paid parental leave
11. Employee Assistance Program (EAP) and Care Counselors
12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
13. Health Savings Account (HSA) with employer contribution
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.