Strategic Identity Security Executive

The role: We areseekingan Account Executive, to sell our Identity Security Solution. To excel, the position requiresanaccountexecutive: Whois a skilledcommunicator infirst engagements and discovery callsanalyzingthe prospectsneedsto qualifyanopportunity. Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. Whowill provide a superior customer experience from thefirst discovery call andleveragetheir skills in competitively positioning our solutions and a broader value proposition including partnerservices. 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 customersuccess. Whodoes notoperateindependently, instead sells as a team. Who can act as the quarterback; take initiative andprep the team on whatis neededfrom thempriorto calls. Who canmake good decisions about whoshould engage andwhenandmake people accountable for following through. Who can create a territory or opportunity plan, whichincludesthe steps you believe arerequiredto get from discovery tothenext steps in the sales cycle. Who will work closely withthe leadership team to refine your ideasandmake yoursalesstrategyas effective aspossible.

Responsibilities: Exceed revenue quota goals on a quarterly and yearly basis. Effectively address each customer’s and partner’s unique inquiries by providingaccurateinformation and tailored solutions that align with their specific needs and interests. Develop business plans, which align toyourassignedterritory. Strategically engagewithcustomers andbusiness partnerstomaintaina high levelof customer servicethat alignswith SailPoint’score values. Collaborate withmarketing to develop and execute marketing plans through/withpartners andend users. Pursueallleads supplied and ensure internal systems are updated. Leadtheappropriate technicalresources to demonstrate SailPoint'sadvantages to the customer. Follow-up with customersand partner withpost-saleteamto ensure consistent and ongoing coverage of account, including new sales opportunities. Ownandoverseeall aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. Fostersa deep understanding of the territory, includingcustomers, prospects, partners, influencers, and competitors. Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the Sail Pointmarket space. Effectivelyinitiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers. Utilize all channel management and reporting tools, includingaccurateforecasting and Salesforce hygiene. The path to success: 1-monthmilestones: Establish plan for existing customers clearlyidentifyingopportunities for uplift over coming years and understanding account potential. Segment account list intoyour top 20 focused accounts &the Top 3 Big Bet accounts within thislist. 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 onmarketingplan. Work with Channel Manager onchannelplan.2-monthmilestones: Create a stakeholder map for key partners that are influencers in your Top 20accounts and deviseyourapproach to connect with them. Demonstrate Salesforcehygiene with regular, accurateactivity and updates. Met weeklywith sales management to keep Salesforceand Clariup to date.3-month milestones: Completeterritoryplan andpresentto Sales Management: Existing account overview and account potential Prioritized accounts with account potential Cleanpipeline of potential 2026opportunities toestablishgap to target Marketing andchannel engagement plans to close the Gap to target Customerreferences / case studies planned Pipeline growth plan Meet with all existing customers andidentifyopportunities to extend the valuetheyarereceivingfrom SailPoint. Leadan operating cadence with virtual team Achieve “1st Mate”enablement badge.4-month milestones: Createaccount plans forkeyaccounts. Createopportunity plans forkeyopportunities. Present forecast for self-generated opportunity& expected time to 1st sale. Developstrategies to approach Top 20accounts - present to management. Relationship maps in Salesforce are completed-customersfrom Top 20accounts know who you are. Showingprogress through sales stages for any inbound/inheritedopportunities (salescycle5-40).Present SailPoint value proposition in front ofmanager via either:customer / prospectorinternally.6-month milestones: Built a Pipeline of 2 to 3 timestargetcomprising. Existing customer pipeline Progress existing pipeline New Pipeline Refine“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 CaptainsbadgeonHighSpot.

Education: Preferred but notrequired: Bachelor's degree or global equivalent in an IT, business or sales related field.

Travel: Business travel of approximately 50 percent yearly is expected for this position. SailPoint is an equal opportunityemployer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint. As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-max, USD): $123,750 - $187,408.00 Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview: 1. Health and wellness coverage: Medical, dental, and vision insurance 2. Disability coverage: Short-term and long-term disability 3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D) 4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children 5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account 6. Financial security: 401(k) Savings and Investment Plan with company matching 7. Time off benefits: Flexible vacation policy 8. Holidays: 8 paid holidays annually 9. Sick leave 10. Parental support: Paid parental leave 11. Employee Assistance Program (EAP) and Care Counselors 12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options 13. Health Savings Account (HSA) with employer contribution 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.