The company needs to sell its Identity Security Solution to customers in the Bay Area and PNW, requiring a skilled Strategic Account Executive to lead the sales process.
Requirements
- Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- Ability to 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
- Ability to create a territory or opportunity plan, which includes the steps required to get from discovery to the next steps in the sales cycle
- Ability to work closely with the leadership team to refine ideas and make sales strategy as effective as possible
- Ability to utilize Salesforce and other channel management and reporting tools
- Ability to develop business plans, which align to assigned territory
Responsibilities
- Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer
- 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 accurate forecasting and Salesforce hygiene
- Create a stakeholder map for key partners that are influencers in Top 20 accounts and devise approach to connect with them
- Develop strategies to approach Top 20 accounts - present to management
- 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.
Other
- 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 assigned territory
- Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values
- Collaborate with marketing to develop and execute marketing plans through/with partners and end users
- Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field
- Business travel of approximately 50 percent yearly is expected for this position
