Enterprise Account Executive

Enterprise Account Executive

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
• Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning solutions and a broader value proposition including partner services
• 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 required to get from discovery to the next steps in the sales cycle
• Will work closely with the leadership team to refine ideas and make 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 SailPoint’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 SailPoint’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
• 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 accurate forecasting and Salesforce hygiene

Preferred Qualifications

• Bachelor’s degree or global equivalent in an IT, business or sales related field preferred but not required