Enterprise Account Executive

🕒 Yesterday

🏄 California – Remote

🏄 California – Remote

💵 $111.3k - $187.7k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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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 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 that align to assigned territory • Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values • Collaborate with marketing to develop and execute marketing plans through partners and end users • Pursue 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 customers and 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 • Foster 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 complementary 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 accurate forecasting and Salesforce hygiene

🎯 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 • Ability to provide a superior customer experience from the first discovery call • Skills in competitively positioning our solutions and a broader value proposition including partner services • Capability to 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 • Team-oriented approach, does not operate independently • Ability to act as the quarterback; take initiative and prep the team on what is needed from them prior to calls • Good decision-making about who should engage and when and make people accountable for following through • Ability to create a territory or opportunity plan, which includes the steps required to get from discovery to the next steps in the sales cycle • Experience working closely with the leadership team to refine ideas and make sales strategy effective as possible

🏖️ 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