Enterprise Account Executive

🔥 0 minutes ago

🎸 Tennessee – Remote

🎸 Tennessee – Remote

💵 $80.1k - $121.3k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account 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

• Exceed revenue quota goals on a quarterly and yearly basis • Address customer and partner inquiries with accurate information and tailored solutions • Develop business plans aligned to the assigned territory • Engage strategically with customers and business partners to maintain 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 on account coverage and new sales opportunities • Own the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Develop deep knowledge of the territory, customers, prospects, partners, influencers, and competitors • Communicate competitive product and technology strategies • Manage discussions across business and technical customer stakeholders • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Build territory, account, and opportunity plans and maintain pipeline growth • Lead virtual partner and cross-functional teams to deliver sales wins and customer success • Work with sales, marketing, channel, and leadership teams to refine sales strategy

🎯 Requirements

• Skilled communicator in first engagements and discovery calls • Ability to analyze prospect needs and qualify opportunities • Highly proficient at presenting SailPoint solutions and competitively positioning them against Microsoft, Okta, and Saviynt • Ability to provide a 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 • Team-based selling approach • Ability to act as the quarterback, prepare teams before calls, and ensure accountability • Ability to create territory and opportunity plans • Ability to work with leadership to refine sales strategies • Approximately 50% business travel yearly • Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales-related field • Experience with Salesforce and Clari hygiene, forecasting, and activity updates • Ability to complete SailPoint enablement badges, including the “1st Mate” and Captains badges

🏖️ 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 • Potential eligibility for equity participation • SailPoint Corporate Bonus Plan or role-specific commission may be available