Enterprise Account Executive

🕒 May 19

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $109.2k - $184.1k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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SailPoint

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

☁️ SaaS

Cybersecurity • Enterprise • SaaS

SailPoint is a leader in identity security solutions, providing an intelligent and autonomous platform designed to meet the evolving security needs of modern enterprises. Their products, including IdentityIQ and Identity Security Cloud, offer a unified and comprehensive approach to managing and securing enterprise identities. SailPoint helps organizations mitigate cyber risks, improve IT efficiency, and maintain compliance through advanced capabilities such as cloud infrastructure entitlement management, non-employee risk management, and data access security. By integrating AI and machine learning, SailPoint enables organizations to streamline identity processes, enhance security measures, and accelerate onboarding. They serve multiple industries, including education, financial services, government, and healthcare, by offering tailored identity governance and administration solutions.

📋 Description

• Exceed revenue quota goals on a quarterly and yearly basis • Effectively address customers’ and partners’ unique inquiries by providing accurate information and tailored solutions • Develop business plans aligning with assigned territory • Strategically engage with customers and maintain high customer service levels • Collaborate with marketing to develop and execute marketing plans through/with partners and end users • Pursue all leads supplied and ensure internal systems are updated • Lead appropriate technical resources to demonstrate SailPoint's advantages • Follow up with customers and partner with post-sale team for ongoing coverage and new sales opportunities • Oversee all aspects of the sales cycle including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing process

🎯 Requirements

• Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity • Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt • Provide superior customer experience from the first discovery call • Leverage skills in competitively positioning our solutions and broader value proposition including partner services • Create a territory or opportunity plan, which includes required steps to get from discovery to the next steps in the sales cycle • Work closely with leadership team to refine ideas and make sales strategy as effective as possible • Establish plan for existing customers clearly identifying opportunities for uplift and understanding account potential • Meet with old account managers to capture history • Segment account list into top focused accounts & Big Bet accounts • Create stakeholder map for key partners in your Top 20 accounts • Demonstrate Salesforce hygiene with regular accurate activity and updates • Complete territory plan and present to Sales Management

🏖️ Benefits

• Health and wellness coverage: Medical, dental, and vision insurance • Disability coverage: Short-term and long-term disability • Life protection: Life insurance and Accidental Death & Dismemberment (AD&D) • Additional life coverage options: Supplemental life insurance for employees, spouses, and children • Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account • Financial security: 401(k) Savings and Investment Plan with company matching • Time off benefits: Flexible vacation policy • Holidays: 8 paid holidays annually • Sick leave • Parental support: Paid parental leave • Employee Assistance Program (EAP) and Care Counselors • Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options • Health Savings Account (HSA) with employer contribution