SailPoint is the
leader in Identity Security
.
SailPoint customers
represent
half of the Fortune 500 and h
alf of the ASX 50
.
This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges
.
SailPoint continues to grow globally
and e
xpanding our global presence creates opportunities for top
sales
people
to become a part of our awesome culture
.
We are
recogni
z
ed by
a
nalysts such as
Gartner
, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow
what the analysts or competitors are marketing.
Organi
z
ations
struggle to understand who has access to what applications and data
,
and
we help them answer
these
key questions. Identity security is the central control point for risk management for the
enterprise.
We are proud of our team and the culture we have built which has led to o
ur employees vot
ing
us “best places to work” – 1
5
years in a row
.
The role:
We are
seeking
a
n
Account Executive
, to sell our I
dentity Security
Solution
.
T
o excel
,
t
he position requires
an
a
ccount
e
xecutive
:
W
ho
is a skilled
communicator in
first engagements and discovery calls
analyzing
the prospects
needs
to qualify
an
opportunity
.
Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta
,
and Saviynt.
Who
will provide a superior customer experience from t
he
first discovery call and
leverage
their skills in competitively positioning our solutions and a broader value proposition including partner
services.
Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer
success
.
Who
does not
operate
independently, instead sells as a team.
Who can act as the quarterback;
take initiative and
prep the team on what
is needed
from them
prior
to call
s
.
Who can
make good decisions about who
should engage and
when
and
make people accountable for following through
.
Who can create a territory or opportunity plan
, which
includ
es
the steps you believe are
required
to get from discovery to
the
next step
s in the sales cycle.
Who will work closely with
the leadership team to refine your ideas
and
make your
sales
strateg
y
as effective as
possible
.
Responsibilities:
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries by providing
accurate
information and tailored solutions that align with their specific needs and interests.
Develop business plans, which align to
your
assigned
territory
.
Strategically e
ngage
with
customers and
business partner
s
to
maintain
a high level
of customer service
that aligns
with
SailPoint’
s
core values.
Collaborate with
m
arketing to develop and execute marketing plans
through/with
partners and
end users.
Purs
ue
all
leads supplied and ensure internal systems are updated.
Lead
the
appropriate technical
resources to demonstrate
SailPoint's
advantages to the customer.
Follow-up with c
ustomers
an
d partner with
post-sale
team
to
ensure consistent and ongoing coverage of account
,
including new sales
opportunities
.
Own
and
oversee
all aspects of the sales cycle, including qualifying,
presentations, demonstrations, RFP responses, negotiations, and the closing
process.
Fosters
a deep understanding of the territory
,
including
customers, prospects, partners, influencers, and competitors.
Understand and communicate all product and technological strategies
employed by competitive and complimentary organizations in the SailPoint
market space.
Effectively
initiate
, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers
.
Utilize all channel management and reporting tools
, including
a
ccurate
forecasting and
S
alesforce hygiene
.
The path to success:
1-mo
nth
mil
estones
:
Establish plan for existing customers clearly
identifying
opportunities for uplift over coming years and understanding account potential.
Segment account list into
your top 20 focused accounts &
the Top 3 Big Bet accounts within this
list
.
Meet with old account managers to capture any history.
Meet with partners of existing accounts to understand their position and services offered.
Work with Marketing Manager on
m
arketing
p
lan
.
Work with Channel Manager on
c
hannel
p
lan
.
2
-
month
milestones
:
Create a stakeholder map for key partners that are influencers in
your
Top 20
accounts and devise
your
approach to connect with them.
Demonstrate
Salesforce
hygiene with regular,
accurate
activity and
updates.
Met weekly
with sales management to keep Salesforce
and Clari
up to date.
3
-
month milestones:
Complete
t
erritory
p
la
n and
pre
sent
to
Sales Management
:
Existing account overview and account potential
Prioriti
z
ed accounts with account potential
Clean
p
ipeline of potential 202
5
opportunities to
establish
g
ap to target
Marketing and
c
hannel engagement plans to close the Gap to target
C
ustomer
references / case studies planned
Pipeline growth plan
M
e
e
t with all existing customers and
identif
y
opportunities to extend the value
they
are
receiv
ing
from SailPoint.
Lead
an operating cadence with virtual team
Achieve “1st Mate”
enablement badge.
4-month milestones:
Create
a
ccount plans for
key
accounts
.
Create
o
pportunity plans for
key
opportunities.
Present forecast for self-generated opp
ortunity
& expected time to 1st
sale
.
Develop
strategies to approach
Top 20
accounts - present to
m
anagement
.
Relationship maps in Salesforce are completed
-
customers
from
Top 20
accounts know who you are
.
Show
ing
progress through sales stages for any inbound/inherited
opportunities (sales
cycle
5-40)
.
Present SailPoint value proposition in front of
m
anager via either:
customer / prospect
or
internally
.
6-month milestones:
Built a Pipeline of 2 to 3 times
t
arget
comprising
.
Existing customer pipeline
Progress existing pipeline
New Pipeline
Refine
“
go to market
”
for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges
,
etc.
Complete your
Captains
b
adge
on
High
S
pot
.
Education:
Preferred but not
required
: 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.
SailPoint is an equal opportunity
employer,
and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race,
color
, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
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):
$109,200 - $184,080.00
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.