Note: The job is a remote job and is open to candidates in USA. SailPoint Technologies, Inc. is seeking an experienced Commercial Account Executive to manage and expand their Customer Install Base territory. The role involves selling SailPoint’s Identity Security solutions and developing strong relationships with clients and partners while meeting financial expectations.
Responsibilities
- Manage and expand a SailPoint Customer Install Base territory
- Sell SailPoint’s Identity Security solutions to end users and channel partners, leveraging all routes to market
- Understand the client's business, develop compelling value proposals, and maintain trusted senior-level relationships
- Complete 100% of mandatory corporate training and sales methodology coursework
- Gain a deep understanding of SailPoint's Identity Security solutions
- Become proficient with internal systems like Salesforce (SFDC) and Clari
- Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene
- Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings
- Create a strategic territory plan to identify growth opportunities, including whitespace analysis
- Develop heat maps and identify top accounts for modernization and add-on opportunities
- Actively work on lead follow-up from marketing and partners
- Start generating new qualified pipeline to contribute to your monthly goals
- Independently lead all aspects of the sales process, from qualifying opportunities to negotiation
- Marshal technical and sales support resources effectively to demonstrate SailPoint's value
- Work towards achieving the goal of maintaining a total active pipeline that is 3x your annual budget
- Refine your forecasting skills to accurately project 'Commit' and 'Best Case' deals, aiming for 95-110% accuracy
- Close deals and generate revenue
- Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives
- Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly
- Develop and execute effective territory and account plans
- Complete 100% of mandatory corporate training on schedule
- Build and maintain trusted relationships with senior-level decision-makers
- Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.)
- Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives
Skills
- Bachelor's degree or global equivalent in an IT, business or sales related field
- 5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries
- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
- Proven negotiation skills and the ability to persuade and influence decision makers and executives is required
- Effective at presenting to executive management, i.e. C-Level
- Professionalism, personal integrity, a high internal commitment to achieve success
- The ability to build and maintain a vast network of professional relationships over a long period of time
- Strong oral and written communication skills
- Business travel of approximately 50 percent yearly is expected for this position
Benefits
- Medical, dental, and vision insurance
- Short-term and long-term disability
- Life insurance and Accidental Death & Dismemberment (AD&D)
- Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- 401(k) Savings and Investment Plan with company matching
- Flexible vacation policy
- 8 paid holidays annually
- Sick leave
- Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
- SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation
Company Overview
Company H1B Sponsorship