EnterpriseAccountExecutiveMassachusetts

Skilled communicator in first engagements and discovery calls analyzing prospect 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, Leverage skills in competitively positioning 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, Operate as part of 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, Work closely with the leadership team to refine ideas and make sales strategy as effective as possible, Exceed revenue quota goals on a quarterly and yearly basis, Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions, Develop business plans that align to your assigned territory, Strategically engage with customers and business partners to maintain a high level of customer service, Collaborate with marketing to develop and execute marketing plans, Pursue all leads supplied and ensure internal systems are updated, Lead the appropriate technical resources to demonstrate SailPoint's advantages, Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process, Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, Understand and communicate all product and technological strategies employed by competitive and complimentary organizations, Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene, Establish plan for existing customers clearly identifying opportunities for uplift, Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts, 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, Create a stakeholder map for key partners, Devise approach to connect with key partners, Demonstrate Salesforce hygiene with regular, accurate activity and updates, Met weekly with sales management to keep Salesforce and Clari up to date, 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, Lead an operating cadence with virtual team, Achieve “1st Mate” enablement badge, 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, Relationship maps in Salesforce are completed, Showing progress through sales stages for any inbound/inherited opportunities, Present SailPoint value proposition in front of manager, Built a Pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline, and 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 HighSpot