Account Executive

Role: Account Executive

Job Requisition status: Pending

Version: Draft

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50.  This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.  

We are recognised by Analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing.Organizations struggle to understand who has access to what applications and data and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 10 years in a row.

The role:

We are seeking an Account Executive, to sell our Identity Security Solution.

To excel the position requires an account executive:

·      Who will be a master in first engagements and discovery calls to qualify the opportunity.  After the initial engagement we should have all the information we need to understand competitive positioning and whether we should invest further.

·      Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta and Saviynt.

·      Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including the partners services.

·      Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success

·      When you engage with the team you will need to take the time to prep the team on what you need from them prior to the call.

·      Who can act as the quarterback: your role is to make good decisions about who should engage and when and make people accountable for following through - being an account executive is not operating independently and proving you can do it yourself but rather selling as a team.

·      Who can work independently to create a territory or opportunity plan including the steps you believe are required to get from discovery through to the next step in the process.

·      To get the most benefit from the leadership team you should then work with them to refine your ideas to make your strategy as effective as possible 

·      Who is a good listener and has the ability to assess the situation they are in and make the best choices.

Responsibilities:

·      Exceed revenue quota goals on a quarterly, and yearly basis.

·      Demonstrate the ability to address each customer's and partner's unique 
inquiry, while providing them with the proper information and appropriate 
solution based on the customer's specific needs and interests.

·      Develop business plans, which align to the assigned geographic and business
needs.

·      Strategically engage and work with business partners

·      Collaborate with Marketing to develop and execute marketing plans 
through/with end users and partners.

·      Follow-up on all leads supplied and ensure internal systems are updated.

·      Marshal and lead the appropriate technical resources to demonstrate 
SailPoint’s’ advantages to the customer.

·      Follow-up with clients and work with SailPoint post-sale team members to 
ensure consistent and ongoing coverage of account including new sales 
opportunities

·      Understand and work in all aspects of the sales cycle, including qualifying, 
presentations, demonstrations, RFP responses, negotiations, and the closing 
process.

·      Develop and maintain a deep understanding of the territory including the 
customers, the prospects, the partners, the influencers, and the competitors.

·      Understand and communicate all product and technological strategies 
employed by competitive and complimentary organizations in the SailPoint 
market space.

·      Maintain the highest level of customer and partner satisfaction within the 
accounts in your territory.

·      Maintain a positive, professional 'total customer service' attitude and 
demonstrate the company's Core Values.

·      Coordinate, plan, and schedule sales support functions with Technical Sales 
staff.

·      Demonstrate the ability to create and manage conversations at all business 
and technical levels of a client's organization. 

·      Utilize all channel management and reporting tools.

·      Accurate forecasting and salesforce hygiene

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company.

• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential. 
• Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list
• Meet with old account managers to capture any history. 
• Meet with partners of existing accounts to understand their position and services offered.
• Work with Marketing Manager on Marketing Plan
• Work with Channel Manager on Channel Plan
   

Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.  

• Created a stakeholder map for key partners that are influencers in 
  your Top 20 accounts and devised approaches to connect with them.
• Demonstrated SFDC hygiene with regular, accurate activity and 
  updates.
• Weekly meeting with sales management to keep Salesforce and Clari up to date.

Building on the foundations, you should have achieved these milestones by the end of your 3rd month.  

• Completed Territory Plan which to presente to Sales Management
  • Existing account overview and account potential
  • Prioritised accounts with account potential
  • Clean Pipeline of potential 2024 opportunities to establish Gap to target.
  • Marketing and Channel engagement plans to close the Gap to target.
  • Client references / case studies planned.
  • Pipeline growth plan.
• Met with all existing customers and identified opportunities to extend the value they received from SailPoint.
• Lead an operating cadence with virtual team (there needs to be meetings in 
  place with clear purpose)
• Achieved “1st Mate” enablement badge.

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

• Created Account plans for key accounts.
• Created Opportunity plans for key opportunities. 
• Presented forecast for self-generated opportunity & expected time to 1st 
  sale.
• Developed strategies to approach Top 20 accounts - presented to 
  Management.
• Customers from Top 20 accounts know who you are – relationship maps 
  in SFDC completed.
• Shown progress through sales stages for any inbound/inherited opps
  (from 5-40).
• Present SailPoint value proposition in front of Manager via either:
  • in front of a customer / prospect OR
  • internally

On completing your first successful 6 months in this role at SailPoint you will have:

• Built a Pipeline of 2 to 3 times Target comprising.
  • Existing customer pipeline
  • Progress existing pipeline
  • New Pipeline
• Refined go to market for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges etc.
• Complete your Captains Badge on Highspot.

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.  NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.