Enterprise Account Executive

March 19

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SailPoint

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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.

Enterprise Software • Identity & Access Management • Identity & Access Governance • Identity Governance & Administration • Compliance Controls

1001 - 5000 employees

Founded 2005

🔒 Cybersecurity

🏢 Enterprise

☁️ SaaS

📋 Description

• SailPoint is the leader in Identity Security. • Seeking Account Executive to sell Identity Security Solution. • Skilled communicator for prospecting and qualifying opportunities. • Proficiency in presenting value of SailPoint solutions. • Superior customer experience from the first discovery call. • Manage sales cycle including qualifying, presentations, negotiations, and closing. • Business travel approximately 50% yearly.

🎯 Requirements

• 1-month milestones: 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. 2-month milestones: Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them. • Demonstrate Salesforce hygiene with regular, accurate activity and updates. • Met weekly with sales management to keep Salesforce and Clari up to date. 3-month milestones: Complete territory plan and present to Sales Management: • Existing account overview and account potential. • Prioritized accounts with account potential. • Clean pipeline of potential 2025 opportunities to establish gap to target. • Marketing and channel engagement plans to close the Gap to target. • Customer references / case studies planned. • Pipeline growth plan. • Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint. • Lead an operating cadence with the virtual team. • Achieve “1st Mate” enablement badge. 4-month milestones: Create account plans for key accounts. • Create opportunity plans for key opportunities. • Present forecast for self-generated opportunity & expected time to 1st sale. • Develop strategies to approach Top 20 accounts - present to management. • Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are. • Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40). • Present SailPoint value proposition in front of manager via either: customer / prospect or internally. 6-month milestones: Build a Pipeline of 2 to 3 times target comprising: • 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 Captains badge on High Spot.