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Strategic Account Executive
2 months ago
About SailPoint Technologies
As a frontrunner in the realm of Identity Security, SailPoint Technologies stands at the forefront of identity security solutions tailored for modern enterprises. By leveraging advanced AI and machine learning technologies, we provide a centralized control point for enterprise risk management. Our ongoing global expansion presents exciting opportunities for exceptional sales professionals to join our vibrant culture.
Company Overview
Recognized as a leader in the industry, SailPoint is a high-growth SaaS organization specializing in Identity Governance and Administration (IGA). Our unique multi-tenant, microservices-based SaaS IGA solution, combined with our AI-driven identity security platform, empowers organizations to gain visibility into their data, understand its location, and identify access controls.
Position Overview: Strategic Account Executive
We are in search of a seasoned Strategic Account Executive to promote our IGA Solution Suite to organizations with revenues exceeding $5 billion, particularly in the Pacific Northwest and Bay Area. This role primarily focuses on our SaaS offerings, which are integral to enterprise security frameworks. The ideal candidate will possess extensive experience in managing multinational accounts, particularly at the executive level.
Key Responsibilities:
- Utilize the Challenger sales methodology to engage with approximately eight target customers, navigating a complex sales cycle that often includes numerous Proof of Concepts (POCs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs).
- Directly sell to end users while collaborating with influential channel partners, including major consulting firms.
- Develop a comprehensive understanding of prospective clients' business models and industry landscapes, identifying their IT initiatives and business drivers that align with our solutions.
- Establish and nurture trusted relationships with senior decision-makers and key stakeholders within assigned accounts.
Path to Success:
To ensure a strong start, our successful hires will:
- Engage actively in onboarding sessions, setting clear objectives to maximize learning outcomes.
- Build relationships with key leadership team members to leverage their insights.
- Foster an internal network by coordinating interlock meetings with cross-functional teams.
- Gain in-depth knowledge of our products and competitive advantages.
- Map existing customers and identify new business opportunities within their territory.
Performance Expectations:
By the end of the first quarter, top performers will:
- Collaborate with marketing and partner teams to uncover white space opportunities.
- Identify potential clients with compliance needs that require IGA solutions.
- Develop and present a territory plan focusing on high-priority accounts.
- Establish a systematic approach for client engagement and account planning.
Qualifications:
Preferred qualifications include a Bachelor's degree or equivalent in IT, business, or sales-related fields. Candidates should have a minimum of five years of B2B sales experience, with at least three years in the Identity Management or Security sector. A proven track record in a quota-driven sales environment and a solid understanding of technological innovations are essential.
SailPoint Technologies is an equal opportunity employer, committed to fostering a diverse and inclusive workplace. We welcome all qualified applicants to join our team.
