Account Executive

• Identity Security Solutions

About Sail Point

Sail Point is the leader in Identity Security. Sail Point customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust Sail Point and our team to solve complex challenges. Sail Point continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. We are recognized by analysts 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.

Organizations 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 our employees voting us "best places to work" – 15 years in a row.

About the Role

We are seeking an Account Executive, to sell our Identity Security Solution. To excel, the position requires an account executive who:

• Is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
• Will be highly proficient in understanding and presenting the value of Sail Point solutions and how they compare to Microsoft, Okta, and Saviynt
• Will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services
• 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
• Does not operate independently, instead sells as a team
• Can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
• Can make good decisions about who should engage and when and make people accountable for following through
• Can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
• Will work closely with the leadership team to refine your ideas and make your sales strategy 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 engage with customers and business partners to maintain a high level of customer service that aligns with Sail Point's core values
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users
• Pursue all leads supplied and ensure internal systems are updated
• Lead the appropriate technical resources to demonstrate Sail Point's advantages to the customer
• Follow-up with customers and 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
• Foster 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 Sail Point 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 accurate forecasting and Salesforce hygiene

Path to Success

1-month milestones:

• 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 marketing plan
• Work with Channel Manager on channel plan

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 territory plan and present to Sales Management:
• Existing account overview and account potential
  • Prioritized accounts with account potential
  • Clean pipeline of potential 2025 opportunities to establish gap to target
  • Marketing and channel engagement plans to close the Gap to target
  • Customer references / case studies planned
  • Pipeline growth plan
• Meet with all existing customers and identify opportunities to extend the value they are receiving from Sail Point
• Lead an operating cadence with virtual team
• Achieve "1st Mate" enablement badge

4-month milestones:

• Create account plans for key accounts
• Create opportunity plans for key opportunities
• Present forecast for self-generated opportunity & expected time to 1st sale
• Develop strategies to approach Top 20 accounts - present to management
• Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are
• Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40)
• Present Sail Point value proposition in front of manager via either: customer / prospect or internally

6-month milestones:

• Built a Pipeline of 2 to 3 times target 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 badge on High Spot

Qualifications

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.

Benefits and Compensation

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with Sail Point. As a part of the total compensation package, this role may be eligible for the Sail Point Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. Sail Point maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Sail Point's differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.

Estimated Base Salary (US-based employees):

$111,350 - $187,738.00 USD

Base salaries for employees based in other locations are competitive for the employee's home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance
2. Disability coverage: Short-term and long-term disability
3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
5. Flexible spending accounts

Equal Opportunity

Sail Point 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.