Strategic Account Executive

🕒 July 29

🦀 Maryland – Remote

🦀 Maryland – Remote

💵 $123.8k - $187.4k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 14%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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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 • Analyze prospect needs during first engagements and discovery calls to qualify opportunities • Present SailPoint solutions and explain their value relative to Microsoft, Okta, and Saviynt • Deliver a superior customer experience and position SailPoint’s broader value proposition, including partner services • Lead virtual teams across partner resources, presales, partner management, deal desk, professional services, BVA, and customer success • Create territory and opportunity plans to progress opportunities through the sales cycle • Work with leadership to refine sales strategies • Exceed quarterly and annual revenue quotas • Address customer and partner inquiries with tailored solutions • Develop business plans for the assigned territory • Engage customers and partners to maintain high customer service • Collaborate with marketing to develop and execute plans through and with 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 maintain account coverage and identify new sales opportunities • Own the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Build deep knowledge of the territory, customers, prospects, partners, influencers, and competitors • Communicate competitive product and technology strategies • Navigate discussions with business stakeholders and technical decision-makers • Use channel management and reporting tools, including Salesforce and Clari • Complete staged onboarding milestones, including account segmentation, territory and account plans, pipeline development, stakeholder mapping, operating cadence, forecasting, and product enablement badges

🎯 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 • Highly proficient 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 managers, deal desk, professional services, BVA team, and customer success • Ability to create territory and opportunity plans • Ability to exceed quarterly and yearly revenue quota goals • Ability to address customer and partner inquiries with accurate, tailored solutions • Ability to develop territory-aligned business plans • Ability to collaborate with marketing and channel teams • Ability to use channel management and reporting tools, including Salesforce and Clari • Ability to forecast accurately and maintain Salesforce hygiene • Approximately 50% yearly business travel 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 • 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 corporate bonus plan or role-specific commission • Potential eligibility for equity participation • Approximately 50% business travel