Enterprise Account Executive: Bay Area

📋 Description

• • As an Enterprise Account Executive at SailPoint, you will be at the forefront of the Identity Security market, driving sales for our industry-leading solutions. SailPoint is recognized as the leader in Identity Security by analysts like Gartner and Forrester, empowering half of the Fortune 500 and half of the ASX 50. This role offers a unique opportunity to join a globally growing company with an award-winning culture, consistently voted a "best place to work" for 15 consecutive years.
• • Your primary responsibility will be to exceed revenue quota goals on a quarterly and yearly basis by strategically selling SailPoint's Identity Security solutions to enterprise clients within the Bay Area. You will be the primary point of contact for your assigned territory, developing and executing comprehensive business and territory plans to achieve sales objectives.
• • Success in this role hinges on your ability to excel in first engagements and discovery calls, meticulously analyzing prospect needs to qualify opportunities. You must possess a deep understanding of SailPoint's value proposition and be adept at competitively positioning our solutions against key competitors such as Microsoft, Okta, and Saviynt.
• • A crucial aspect of this role is providing a superior customer experience from the initial contact through to post-sale engagement. You will leverage your expertise to not only sell SailPoint's solutions but also to articulate a broader value proposition that may include partner services, ensuring customer success and satisfaction.
• • You will act as a virtual team leader, quarterbacking and coordinating a diverse team of partner resources, presales engineers, partner managers, deal desk specialists, professional services consultants, Business Value Acceleration (BVA) teams, and customer success managers. Your ability to lead this team effectively, ensuring accountability and driving towards sales wins and customer success, is paramount.
• • This is a collaborative role; you will not operate independently but rather as an integral part of a high-performing sales team. You will take initiative in preparing the team for calls, making sound decisions about resource engagement, and ensuring follow-through.
• • You will be responsible for creating and maintaining detailed territory and opportunity plans, outlining the strategic steps required to move prospects through the sales cycle from discovery to closing. This includes fostering a deep understanding of your territory, including customers, prospects, partners, influencers, and competitors.
• • Collaboration with the leadership team is key to refining your ideas and maximizing the effectiveness of your sales strategy. You will also work closely with marketing to develop and execute integrated marketing and channel plans targeting both end-users and partners.
• • The role involves owning and overseeing all aspects of the sales cycle, from lead qualification, compelling presentations, and product demonstrations to responding to RFPs, negotiating contracts, and closing deals. You will need to understand and communicate the product and technological strategies of competitive and complementary organizations within the SailPoint market space.
• • Effective communication and influence across all levels of a customer's organization, from business stakeholders to technical decision-makers, are essential. You will utilize all channel management and reporting tools, ensuring accurate forecasting and meticulous Salesforce hygiene.
• • The first 6 months are structured to ensure your success, with clear milestones for establishing account plans, segmenting your customer list, understanding account potential, mapping stakeholders, demonstrating Salesforce hygiene, and building a robust pipeline. You will be expected to achieve enablement badges like "1st Mate" and "Captain" on the HighSpot platform.
• • You will be expected to travel for business approximately 50 percent of the year to engage with clients and partners across the Bay Area and potentially beyond.