Strategic Account Executive

📋 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 role is pivotal in expanding SailPoint's market presence and ensuring our continued leadership in a rapidly evolving cybersecurity landscape.
• • You will be responsible for exceeding ambitious revenue quota goals on a quarterly and yearly basis, directly contributing to the company's growth and success. This involves developing and executing comprehensive sales strategies tailored to your assigned territory.
• • A key aspect of this role is building and nurturing strong relationships with both customers and business partners. You will provide a consistently high level of customer service, embodying SailPoint's core values in every interaction.
• • You will act as the primary point of contact for clients, understanding their unique challenges and presenting tailored solutions that align with their specific needs and interests. This requires a deep understanding of their business objectives and how SailPoint's offerings can address them.
• • Collaboration is central to success in this position. You will work closely with marketing teams to develop and execute impactful marketing plans, leveraging both partner channels and direct end-user engagement.
• • Proactive lead management is essential. You will diligently pursue all supplied leads, ensuring that internal systems, such as Salesforce, are meticulously updated with accurate activity and progress.
• • You will lead and orchestrate the efforts of internal technical resources, including presales engineers and solution architects, to effectively demonstrate the advantages and unique value proposition of SailPoint's solutions to prospective clients.
• • Post-sale, you will maintain engagement with customers and partners, working alongside the customer success team to ensure ongoing satisfaction and to identify new sales opportunities within existing accounts.
• • You will own and manage the entire sales cycle, from initial qualification and needs analysis through to compelling presentations, detailed demonstrations, responding to RFPs, complex negotiations, and ultimately, closing the deal.
• • Developing a profound understanding of your territory is critical. This includes in-depth knowledge of existing customers, potential prospects, key partners, influential stakeholders, and the competitive landscape.
• • You must possess a thorough understanding of the product and technological strategies employed by both competitive and complementary organizations within the Identity Security market space.
• • Effectively initiating, navigating, and managing discussions across all levels of a customer's organization is paramount. This includes engaging with business stakeholders, technical decision-makers, and executive leadership.
• • Proficiency in utilizing all channel management and reporting tools is required, with a strong emphasis on accurate forecasting and maintaining excellent Salesforce hygiene.
• • The role demands a proactive and team-oriented approach. You will act as the 'quarterback,' preparing and guiding a virtual team of partner resources, presales specialists, partner managers, deal desk personnel, professional services, Business Value Assessment (BVA) teams, and customer success managers to achieve sales wins and ensure customer success.
• • You will be expected to make sound decisions regarding resource engagement and timing, and to hold team members accountable for follow-through.
• • Creating strategic territory and opportunity plans is a core responsibility. These plans will outline the steps required to move prospects through the sales cycle, from initial discovery to closing.
• • You will collaborate closely with leadership to refine your strategic ideas and maximize the effectiveness of your sales approach.
• • The role emphasizes a structured approach to territory management and opportunity development, with clear milestones for the first six months, including account segmentation, stakeholder mapping, pipeline building, and refining go-to-market strategies.
• • You will be expected to achieve specific enablement badges, such as "1st Mate" and "Captain," demonstrating mastery of SailPoint's sales methodologies and tools.
• • This position requires approximately 50% business travel annually to engage with clients and partners across your territory.