Enterprise Sales Executive

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SailPoint

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2005

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

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

• Sell SailPoint’s Identity Security Solution as an Account Executive. • Conduct initial engagements and discovery calls, analyze prospect needs, and qualify opportunities. • Present SailPoint solutions and competitively position them against Microsoft, Okta, and Saviynt. • Provide a superior customer experience and communicate the broader value proposition, including partner services. • Lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success. • Create territory and opportunity plans and collaborate with leadership to refine sales strategy. • Exceed quarterly and yearly revenue quota goals. • Address customer and partner inquiries with accurate, tailored solutions. • Develop territory-aligned business plans and engage customers and partners. • Collaborate with marketing on partner and end-user marketing plans. • Pursue leads and update internal systems. • Lead technical resources in demonstrations of SailPoint’s advantages. • Follow up with customers and coordinate with post-sale teams to ensure account coverage and identify new sales opportunities. • Own the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing. • Develop deep territory knowledge covering customers, prospects, partners, influencers, and competitors. • Communicate competitive product and technology strategies. • Manage discussions with business stakeholders and technical decision-makers. • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene. • Establish customer, account, partner, marketing, and channel plans during the first months. • Build pipeline, refine go-to-market messaging, complete account and opportunity plans, and present forecasts to management.

🎯 Requirements

• Skilled communicator for first engagements and discovery calls • Ability to analyze prospect needs and qualify opportunities • Proficiency presenting SailPoint solutions and positioning them against Microsoft, Okta, and Saviynt • Ability to lead virtual teams of partner and internal resources • Ability to sell collaboratively as part of a team • Ability to take initiative, prepare teams for customer calls, and drive accountability • Ability to create territory and opportunity plans • Ability to exceed quarterly and annual revenue quotas • Ability to develop and execute territory-aligned business plans • Ability to collaborate with customers, partners, marketing, technical resources, and post-sale teams • Experience managing the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Understanding of customers, prospects, partners, influencers, and competitors within a territory • Knowledge of competitive product and technology strategies • Ability to engage business stakeholders and technical decision-makers • Proficiency with channel management and reporting tools • Accurate forecasting and Salesforce hygiene • Approximately 50% business travel yearly • Bachelor's degree or global equivalent in an IT, business, or sales-related field is preferred but not required

🏖️ Benefits

• Performance-based cash compensation program (SailPoint Corporate Bonus Plan or role-specific commission plan) • Potential eligibility for equity participation • Health benefits • Retirement benefits • Employee Assistance Program (EAP) • Leave support • Paid time off • Company-paid holidays