Strategic Account Executive

🔥 21 hours ago

🏄 California – Remote

🏄 California – Remote

💵 $127.4k - $192.9k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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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 in Southern California • 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 strategically with customers and partners to maintain high customer service • Collaborate with marketing to develop and execute plans through partners and end users • Pursue supplied leads and update internal systems • Lead technical resources in demonstrating SailPoint’s advantages • Follow up with customers and partner with post-sale teams to ensure ongoing account coverage and identify 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 product and technology strategies relative to competing and complementary organizations • Navigate discussions across business stakeholders and technical decision-makers • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer opportunity plans, account segmentation, stakeholder maps, territory plans, marketing plans, and channel plans during the first six months • Build pipeline of 2 to 3 times target and refine go-to-market strategy for the market segment • Lead an operating cadence with the virtual team and complete SailPoint enablement badges

🎯 Requirements

• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field • Approximately 50 percent business travel yearly • Skilled communicator in first engagements and discovery calls • Proficiency in understanding and presenting the value of SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt • Ability to competitively position SailPoint solutions and partner services • Ability to lead virtual teams of partner resources, presales, partner management, deal desk, professional services, BVA, 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 • Ability to use channel management and reporting tools, including Salesforce and Clari • Accurate forecasting and Salesforce hygiene

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