Enterprise Account Executive – Southern California

🔥 6 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $112.5k - $170.4k / 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

💼 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 • 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 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 new sales opportunities • Own and oversee the 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 across business and technical decision-makers • Use channel management and reporting tools, maintain accurate forecasting and Salesforce hygiene • Establish customer, account, opportunity, marketing, channel, pipeline, and relationship plans during the first six months • Lead an operating cadence with the virtual team and present plans and forecasts to sales management • Meet existing customers and identify opportunities to extend SailPoint’s value

🎯 Requirements

• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field • Skilled communicator in first engagements and discovery calls, analyzing prospect needs to qualify opportunities • Highly proficient in understanding and presenting SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt • Able to provide a superior customer experience and competitively position solutions and partner services • Able to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success • Able to create territory or opportunity plans • Able to make decisions about stakeholder engagement and accountability • Able to pursue leads and maintain accurate internal systems • Able to lead technical resources in customer demonstrations • Able to manage the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Able to use channel management and reporting tools, including Salesforce and Clari • Approximately 50% business travel yearly expected

🏖️ 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 • 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 • Eligible for the SailPoint Corporate Bonus Plan or a role-specific commission • Potential eligibility for equity participation • Business travel of approximately 50 percent yearly