SailPoint
Identity Security
EnterpriseAccountExecutive
“Enterprise Account Executive at SailPoint. Skills: Sales, Account Management, Customer Relationship Management. Exceed revenue quota goals. Address customer and partner inquiries”
What You'll Achieve.
Exceed revenue quota goals on a quarterly and yearly basis; Deliver sales wins and customer success; 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; 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; Complete territory plan and present to Sales Management; 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; 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; 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; Built a Pipeline of 2 to 3 times target comprising; 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.
Industry & Context.
Business travel of approximately 50 percent yearly is expected
What They're Looking For.
Must Have
Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity, Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt, 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 partner services, 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, Sell as a team, Take initiative and prep the team on what is needed from them prior to calls, Make good decisions about who should engage and when and make people accountable for following through, Create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle, Work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible
Nice to Have
Bachelor's degree or global equivalent in an IT, business or sales related field
What You'll Do.
Exceed revenue quota goals
Address customer and partner inquiries
Develop business plans
Engage with customers and business partners
Collaborate with marketing
Pursue all leads supplied
Lead technical resources
Follow-up with customers
Own and oversee all aspects of the sales cycle
Foster a deep understanding of the territory
Understand and communicate product and technological strategies
and manage discussions
Utilize all channel management and reporting tools
How You'll Work.
Team & Collaboration
Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success; Does not operate independently, instead sells as a team; Take initiative and prep the team on what is needed from them prior to calls; Make good decisions about who should engage and when and make people accountable for following through; Work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible; Collaborate with marketing; Follow-up with customers and partner with post-sale team; Lead the appropriate technical resources; Lead an operating cadence with virtual team
Communication Scope
Skilled communicator in first engagements and discovery calls; Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization
Process & Methodology
Create a territory or opportunity plan
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