Strategic Account Executive

🔥 9 hours ago

🦌 Connecticut, New York – Remote

🦌 Connecticut – Remote 🗽 New York – Remote

💵 $123.8k - $187.4k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

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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

• Exceed quarterly and yearly revenue quota goals • Address customer and partner inquiries with accurate, tailored solutions • Develop business plans aligned to the assigned territory • Engage customers and partners to maintain high customer service • Collaborate with marketing on 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 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 • Build deep understanding of territory customers, prospects, partners, influencers, and competitors • Communicate competitive product and technology strategies • Navigate discussions with business stakeholders and technical decision-makers • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer, partner, territory, and opportunity plans during onboarding • Build pipeline, refine go-to-market messaging, and lead an operating cadence with a virtual team

🎯 Requirements

• Skilled communicator for initial 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 deliver superior customer experience and articulate broader value propositions, including partner services • Ability to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success • Ability to sell collaboratively and coordinate team members • Ability to create territory and opportunity plans • Ability to work with leadership to refine sales strategy • Ability to manage qualifying, presentations, demonstrations, RFP responses, negotiations, and closing • Ability to engage stakeholders from business to technical levels • Salesforce and Clari proficiency for activity, forecasting, and pipeline updates • Approximately 50% business travel yearly • Bachelor's degree or global equivalent in an IT, business, or sales-related field preferred but not required

🏖️ Benefits

• 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 • Limited purpose flexible spending account • 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 • SailPoint Corporate Bonus Plan or role-specific commission • Potential eligibility for equity participation