SailPoint is the

leader in Identity Security

SailPoint customers

represent

half of the Fortune 500 and h

alf of the ASX 50

This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges

SailPoint continues to grow globally

and e

xpanding our global presence creates opportunities for top

sales

people

to become a part of our awesome culture

We are

recogni

ed by

nalysts such as

Gartner

, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow

what the analysts or competitors are marketing.

Organi

ations

struggle to understand who has access to what applications and data

and

we help them answer

these

key questions. Identity security is the central control point for risk management for the

enterprise.

We are proud of our team and the culture we have built which has led to o

ur employees vot

ing

us “best places to work” – 1

years in a row

The role:

We are

seeking

Account Executive

, to sell our I

dentity Security

Solution

o excel

he position requires

ccount

xecutive

W

ho

is a skilled

communicator in

first engagements and discovery calls

analyzing

the prospects

needs

to qualify

an

opportunity

.
Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta

,

and Saviynt.
Who

will provide a superior customer experience from t

he

first discovery call and

leverage

their skills in competitively positioning our solutions and a broader value proposition including partner

services.
Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer

success

.
Who

does not

operate

independently, instead sells as a team.
Who can act as the quarterback;

take initiative and

prep the team on what

is needed

from them

prior

to call

s

.
Who can

make good decisions about who

should engage and

when

and

make people accountable for following through

.
Who can create a territory or opportunity plan

, which

includ

es

the steps you believe are

required

to get from discovery to

the

next step

s in the sales cycle.
Who will work closely with

the leadership team to refine your ideas

and

make your

sales

strateg

y

as effective as

possible

.

Responsibilities:

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 that align with their specific needs and interests.
Develop business plans, which align to

your

assigned

territory

.
Strategically e

ngage

with

customers and

business partner

s

to

maintain

a high level

of customer service

that aligns

with

SailPoint’

s

core values.
Collaborate with

m

arketing to develop and execute marketing plans

through/with

partners and

end users.
Purs

ue

all

leads supplied and ensure internal systems are updated.
Lead

the

appropriate technical

resources to demonstrate

SailPoint's

advantages to the customer.
Follow-up with c

ustomers

an

d partner with

post-sale

team

to

ensure consistent and ongoing coverage of account

,

including new sales

opportunities

.
Own

and

oversee

all aspects of the sales cycle, including qualifying,

presentations, demonstrations, RFP responses, negotiations, and the closing

process.
Fosters

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 in the SailPoint

market space.
Effectively

initiate

, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers

.
Utilize all channel management and reporting tools

, including

a

ccurate

forecasting and

S

alesforce hygiene

.

The path to success:

**1-mo

nth

mil

estones

:**

Establish plan for existing customers clearly

identifying

opportunities for uplift over coming years and understanding account potential.
Segment account list into

your top 20 focused accounts &

the Top 3 Big Bet accounts within this

list

.
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

m

arketing

p

lan

.
Work with Channel Manager on

c

hannel

p

lan

.

**2

month

milestones

:**

Create a stakeholder map for key partners that are influencers in

your

Top 20

accounts and devise

your

approach to connect with them.
Demonstrate

Salesforce

hygiene with regular,

accurate

activity and

updates.
Met weekly

with sales management to keep Salesforce

and Clari

up to date.

**3

month milestones:**

Complete

t

erritory

p

la

n and

pre

sent

to

Sales Management

:
Existing account overview and account potential
Prioriti

z

ed accounts with account potential
Clean

p

ipeline of potential 202

5

opportunities to

establish

g

ap to target
Marketing and

c

hannel engagement plans to close the Gap to target
C

ustomer

references / case studies planned
Pipeline growth plan
M

e

e

t with all existing customers and

identif

y

opportunities to extend the value

they

are

receiv

ing

from SailPoint.
Lead

an operating cadence with virtual team
Achieve “1st Mate”

enablement badge.

4-month milestones:

Create

a

ccount plans for

key

accounts

.
Create

o

pportunity plans for

key

opportunities.
Present forecast for self-generated opp

ortunity

& expected time to 1st

sale

.
Develop

strategies to approach

Top 20

accounts - present to

m

anagement

.
Relationship maps in Salesforce are completed
customers

from

Top 20

accounts know who you are

.
Show

ing

progress through sales stages for any inbound/inherited

opportunities (sales

cycle

5-40)

.
Present SailPoint value proposition in front of

m

anager via either:

customer / prospect

or

internally

.

6-month milestones:

Built a Pipeline of 2 to 3 times

t

arget

comprising

.
Existing customer pipeline
Progress existing pipeline
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

b

adge

on

High

S

pot

.

Education:

Preferred but not

required

: Bachelor's degree or global equivalent in an IT, business or sales related field.

Travel:

Business travel of approximately 50 percent yearly is expected for this position.

SailPoint is an equal opportunity

employer,

and we welcome everyone to our team.  All qualified applicants will receive consideration for employment without regard to race,

color

, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

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