F250 Strategic AE

📋 Description

• • As a Strategic Account Executive at SailPoint Technologies Holdings, Inc., you will be at the forefront of driving sales for our industry-leading Identity Security solutions. This remote role, based in New York, USA, offers a unique opportunity to join a globally recognized leader in a rapidly growing market. SailPoint is the undisputed leader in Identity Security, trusted by half of the Fortune 500 and half of the ASX 50, demonstrating our significant impact and the critical need for our solutions. We are consistently recognized by top industry analysts like Gartner and Forrester, solidifying our position as market definers rather than followers.
• • Your primary responsibility will be to exceed ambitious revenue quota goals on a quarterly and yearly basis. This involves developing and executing comprehensive business plans tailored to your assigned territory, ensuring alignment with SailPoint's strategic objectives and core values. You will be instrumental in maintaining a high level of customer service through strategic engagement with both customers and business partners.
• • A key aspect of this role is understanding and articulating the immense value of SailPoint's solutions, particularly in comparison to competitors such as Microsoft, Okta, and Saviynt. You will need to master the nuances of our offerings and effectively communicate how they address the complex challenges organizations face in understanding who has access to what applications and data. Identity security is the central control point for enterprise risk management, and you will be the expert guiding clients through this critical domain.
• • You will act as the central point of contact and the strategic quarterback for your accounts. This involves leading a virtual team comprising partner resources, presales engineers, partner managers, deal desk specialists, professional services consultants, Business Value Assessment (BVA) teams, and customer success managers. Your ability to orchestrate these diverse resources effectively will be crucial for achieving sales wins and ensuring customer success.
• • This role emphasizes a team-selling approach. You will not operate in isolation but will collaborate extensively with internal and external stakeholders. Your proficiency in communication will be evident from the first engagement, during discovery calls where you will analyze prospect needs to qualify opportunities. You will proactively prepare your team for calls, ensuring everyone understands their role and the objectives.
• • Decision-making is a critical component of this role. You will need to make sound judgments about resource allocation, determining who should engage with a client and when, and holding team members accountable for follow-through. This strategic oversight ensures efficient and effective sales processes.
• • Developing and executing a robust territory or opportunity plan is essential. This plan will outline the steps required to move opportunities through the sales cycle, from initial discovery to closing. You will work closely with the leadership team to refine these strategies, maximizing their effectiveness.
• • You will be responsible for owning and overseeing all aspects of the sales cycle. This includes lead qualification, delivering compelling presentations and demonstrations, managing RFP responses, navigating negotiations, and ultimately closing deals. Your ability to manage these stages efficiently will directly impact your success.
• • A deep understanding of your territory is paramount. This includes in-depth knowledge of existing customers, prospects, key partners, influencers, and competitors. You will also need to stay abreast of the product and technological strategies employed by competitive and complementary organizations within the SailPoint market space.
• • Effectively initiating, navigating, and managing discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers, is a core requirement. Your communication skills will be tested and honed as you build rapport and trust at every level.
• • You will be expected to meticulously utilize all channel management and reporting tools, ensuring accurate forecasting and maintaining Salesforce hygiene. This data-driven approach is vital for tracking progress, identifying trends, and making informed strategic decisions.
• • The role involves a significant amount of travel, approximately 50 percent yearly, to engage with clients and partners. This travel is essential for building strong relationships and understanding the unique needs of each account.
• • Collaboration with the marketing team to develop and execute marketing plans through partners and directly with end-users will be a key responsibility. You will also pursue all supplied leads, ensuring internal systems are updated promptly, and follow up with customers and partners post-sale to ensure ongoing coverage and identify new sales opportunities.