Key Accounts Director

🕒 Yesterday

🏖️ New Jersey, New York – Remote

🏖️ New Jersey – Remote 🗽 New York – Remote

💵 $130.8k - $198k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 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 annual 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 identify new sales opportunities • Own and oversee the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Build deep understanding of territory customers, prospects, partners, influencers, and competitors • Initiate, navigate, and manage discussions across customer organizations • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer account plans, opportunity plans, territory plans, marketing plans, and channel plans • Segment and prioritize Top 20 and Top 3 Big Bet accounts • Build stakeholder maps and relationships in Salesforce • Maintain a pipeline of 2 to 3 times target • Lead an operating cadence with the virtual team • Present forecasts, value propositions, territory plans, and go-to-market strategies to management • Meet existing customers and identify opportunities to extend SailPoint’s value • Refine competitive go-to-market messaging against Microsoft and Okta

🎯 Requirements

• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field • Approximately 50% business travel yearly • Skilled communication in first engagements and discovery calls • Proficiency presenting SailPoint solutions and competitive positioning against Microsoft and Okta • Ability to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success • Ability to create territory and opportunity plans • Ability to manage the full sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing • Understanding of customers, prospects, partners, influencers, and competitors within the territory • Ability to communicate product and technology strategies relative to competitive and complementary organizations • Ability to engage stakeholders from business to technical decision-makers • Proficiency with channel management and reporting tools, accurate forecasting, and Salesforce hygiene • Ability to achieve a “1st Mate” enablement badge and complete the Captains badge on HighSpot

🏖️ 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 • Potential eligibility for corporate bonus plan or role-specific commission • Potential eligibility for equity participation