Strategic Account Executive

🔥 14 hours ago

🏄 California, Washington – Remote

🏄 California – Remote ☕ Washington – Remote

💵 $111.3k - $168.6k / 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 Identity Security solutions to Fortune 500 customers • Exceed quarterly and annual revenue quota goals • Address customer and partner inquiries with accurate, tailored solutions • Develop business plans for 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 maintain accurate internal system records • Lead technical resources in demonstrating SailPoint’s customer advantages • Follow up with customers and coordinate with post-sale teams for ongoing account coverage and new sales opportunities • Own the complete sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Build deep knowledge of territory customers, prospects, partners, influencers, and competitors • Communicate competitive and complementary product and technology strategies • Navigate discussions across business and technical levels of customer organizations • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer opportunity, account, stakeholder, marketing, and channel plans during onboarding • Maintain accurate Salesforce and Clari activity and updates • Complete and present a territory plan and pipeline growth plan • Meet existing customers and identify opportunities to extend SailPoint value • Lead an operating cadence with the virtual team • Build account and opportunity plans and present forecasts • Develop strategies for Top 20 accounts • Build pipeline of 2–3 times target and refine go-to-market messaging against Microsoft and Okta

🎯 Requirements

• Bachelor's degree or global equivalent in an IT, business or sales related field preferred but not required • Skilled communicator for first engagements and discovery calls • Proficient in understanding and presenting SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt • Ability to competitively position 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 develop territory-aligned business plans • Ability to manage the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Understanding of customers, prospects, partners, influencers, and competitors within the territory • Knowledge of competitive and complementary product and technology strategies • Ability to engage business stakeholders and technical decision-makers • Proficiency with channel management and reporting tools, Salesforce, and Clari • Ability to achieve SailPoint enablement badges, including “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 • 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 • Role may be eligible for the SailPoint Corporate Bonus Plan or role-specific commission • Potential eligibility for equity participation • Approximately 50% business travel opportunity/expectation