Key Accounts Director

🕒 Outubro 20

🏖️ New Jersey, New York – Remoto

🏖️ New Jersey – Remote 🗽 New York – Remote

💵 $130.750 - $197.955 / ano

⏰ Tempo Integral

🔴 Especialista

👔 Diretor

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SailPoint

SiteLinkedInTodas as Vagas

1001 - 5000 funcionários

Fundada em 2005

💼 Consultoria

🏥 Saúde

📦 Logística

Consulting • Healthcare • Logistics

A SailPoint é líder em soluções de segurança de identidade, oferecendo uma plataforma inteligente e autônoma projetada para atender às necessidades de segurança em constante evolução das empresas modernas. Seus produtos, incluindo o IdentityIQ e o Identity Security Cloud, oferecem uma abordagem unificada e abrangente para gerenciar e proteger identidades corporativas. A SailPoint ajuda as organizações a mitigar riscos cibernéticos, melhorar a eficiência de TI e manter a conformidade por meio de recursos avançados, como gestão de permissões em infraestrutura de nuvem (CIEM), gestão de riscos de não funcionários (terceiros) e segurança de acesso a dados. Ao integrar IA e machine learning, a SailPoint permite que as organizações simplifiquem processos de identidade, reforcem as medidas de segurança e acelerem o onboarding (integração). A empresa atende a múltiplos setores, incluindo educação, serviços financeiros, governo e saúde, oferecendo soluções de governança e administração de identidades sob medida.

Descrição

• Sell SailPoint’s Identity Security Solution • Exceed quarterly and annual revenue quota goals • Address customer and partner inquiries with accurate, tailored solutions • Develop business plans aligned to the assigned territory • Engage customers and business partners to maintain high customer service • Collaborate with marketing to develop and execute partner and end-user marketing plans • Pursue supplied leads and update internal systems • Lead technical resources to demonstrate SailPoint’s advantages • Follow up with customers and partner with the post-sale team to ensure ongoing account coverage and identify new sales opportunities • Own and oversee the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Build deep understanding of territory customers, prospects, partners, influencers, and competitors • Initiate, navigate, and manage discussions across customer organizations • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer account plans, opportunity plans, territory plans, marketing plans, and channel plans • Segment and prioritize Top 20 and Top 3 Big Bet accounts • Build stakeholder maps and relationships in Salesforce • Maintain a pipeline of 2 to 3 times target • Lead an operating cadence with the virtual team • Present forecasts, value propositions, territory plans, and go-to-market strategies to management • Meet existing customers and identify opportunities to extend SailPoint’s value • Refine competitive go-to-market messaging against Microsoft and Okta

🎯 Requisitos

• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field • Approximately 50% business travel yearly • Skilled communication in first engagements and discovery calls • Proficiency presenting SailPoint solutions and competitive positioning against Microsoft and Okta • Ability to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success • Ability to create territory and opportunity plans • Ability to manage the full sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing • Understanding of customers, prospects, partners, influencers, and competitors within the territory • Ability to communicate product and technology strategies relative to competitive and complementary organizations • Ability to engage stakeholders from business to technical decision-makers • Proficiency with channel management and reporting tools, accurate forecasting, and Salesforce hygiene • Ability to achieve a “1st Mate” enablement badge and complete the Captains badge on HighSpot

🏖️ Benefícios

• 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 health care and dependent care • 401(k) Savings and Investment Plan with company matching • Flexible vacation policy • 8 paid holidays annually • Sick leave • Paid parental leave • Employee Assistance Program (EAP) and Care Counselors • Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options • Health Savings Account (HSA) with employer contribution • Potential eligibility for corporate bonus plan or role-specific commission • Potential eligibility for equity participation

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