SailPoint
Join to apply for the
Healthcare Account Executive
role at
SailPoint .
SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and is expanding our global presence, creating opportunities for top sales people to become part of our awesome culture.
We are recognized by analysts such as Gartner, Forrester and KuppingerCole as the leader in the market and we continue to push ourselves to define the market rather than follow what 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” for 15 years in a row.
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 prospect’s needs to qualify an opportunity.
Is highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Provides a superior customer experience from the first discovery call and leverages 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; takes initiative and prepares 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 move from discovery to the next steps in the sales cycle.
Will work closely with the leadership team to refine ideas and make the 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 that align with the 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 partners and end users.
Follow up on all leads supplied and ensure internal systems are updated.
Lead the appropriate technical resources to demonstrate SailPoint’s advantages to customers.
Follow up with customers and partners with the post‑sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
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 complementary 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 channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
The path to success: 1‑month milestones:
Establish a plan for existing customers, clearly identifying opportunities for uplift over coming years and understanding account potential.
Segment the account list into the 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 the marketing plan.
Work with Channel Manager on the channel plan.
2‑month milestones:
Create a stakeholder map for key partners that are influencers in your top 20 accounts and devise an approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity and updates.
Meet weekly with sales management to keep Salesforce and Clari up to date.
3‑month milestones:
Complete the territory plan and present it to Sales Management: existing account overview, account potential, prioritized accounts, clean pipeline of potential 2025 opportunities to establish a gap to target, marketing and channel engagement plans, customer references, pipeline growth plan, and meet with all existing customers to identify opportunities to extend value.
Lead an operating cadence with the virtual team.
Achieve the “1st Mate” enablement badge.
4‑month milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present forecast for self‑generated opportunities and expected time to first sale.
Develop strategies to approach top 20 accounts and present to management.
Complete relationship maps in Salesforce so customers from top 20 accounts know who you are.
Show progress through sales stages for inbound or inherited opportunities.
Present SailPoint value proposition to managers, customers or prospects.
6‑month milestones:
Build a pipeline of 2‑3 times the target.
Progress existing pipeline.
Refine go to market for the segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, and pricing challenges.
Complete the Captain’s badge on High Spot.
Education: Preferred but not required: Bachelor’s degree or global equivalent in IT, business, or sales related field.
Travel: Business travel of approximately 50 percent yearly is expected for this position.
Equal Opportunity Statement: 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.
Benefits and Compensation: (summary) Benefits vary by location. Candidates may be eligible for the SailPoint Corporate Bonus Plan, role‑specific commission, and equity participation. Base salary range for US employees is $80,100‑$148,700. Base salaries for employees in other locations are competitive for the employee’s home location.
Job Locations and Salary (examples) Core Enterprise Account Executive EST/CST - Remote - Ohio Cleveland, OH $230,000 - $280,000 | 6 days ago
Columbus, OH $180,000 - $220,000 | 1 month ago
Ohio, United States $160,000 - $175,000 | 11 hours ago
Cincinnati, OH $230,000 - $280,000 | 6 days ago
Columbus, OH $150,000.00 | $160,000.00 | 1 month ago
Consulting Account Executive, Majors - Healthcare and Life Sciences (HCLS) Enterprise Account Executive - Great Lakes + Ohio Valley Strategic Account Executive - Enterprise Hunter/Farmer Account Executive, Enterprise Direct Sales - Managed Solutions Account Executive 3, Enterprise Direct Sales - Managed Solutions-2 Strategic Account Executive - Automotive Manufacturing - Ohio Columbus, OH $129,675 - $187,776 | 2 weeks ago
Application Note: 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.
#J-18808-Ljbffr
Healthcare Account Executive
role at
SailPoint .
SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and is expanding our global presence, creating opportunities for top sales people to become part of our awesome culture.
We are recognized by analysts such as Gartner, Forrester and KuppingerCole as the leader in the market and we continue to push ourselves to define the market rather than follow what 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” for 15 years in a row.
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 prospect’s needs to qualify an opportunity.
Is highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Provides a superior customer experience from the first discovery call and leverages 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; takes initiative and prepares 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 move from discovery to the next steps in the sales cycle.
Will work closely with the leadership team to refine ideas and make the 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 that align with the 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 partners and end users.
Follow up on all leads supplied and ensure internal systems are updated.
Lead the appropriate technical resources to demonstrate SailPoint’s advantages to customers.
Follow up with customers and partners with the post‑sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
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 complementary 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 channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
The path to success: 1‑month milestones:
Establish a plan for existing customers, clearly identifying opportunities for uplift over coming years and understanding account potential.
Segment the account list into the 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 the marketing plan.
Work with Channel Manager on the channel plan.
2‑month milestones:
Create a stakeholder map for key partners that are influencers in your top 20 accounts and devise an approach to connect with them.
Demonstrate Salesforce hygiene with regular, accurate activity and updates.
Meet weekly with sales management to keep Salesforce and Clari up to date.
3‑month milestones:
Complete the territory plan and present it to Sales Management: existing account overview, account potential, prioritized accounts, clean pipeline of potential 2025 opportunities to establish a gap to target, marketing and channel engagement plans, customer references, pipeline growth plan, and meet with all existing customers to identify opportunities to extend value.
Lead an operating cadence with the virtual team.
Achieve the “1st Mate” enablement badge.
4‑month milestones:
Create account plans for key accounts.
Create opportunity plans for key opportunities.
Present forecast for self‑generated opportunities and expected time to first sale.
Develop strategies to approach top 20 accounts and present to management.
Complete relationship maps in Salesforce so customers from top 20 accounts know who you are.
Show progress through sales stages for inbound or inherited opportunities.
Present SailPoint value proposition to managers, customers or prospects.
6‑month milestones:
Build a pipeline of 2‑3 times the target.
Progress existing pipeline.
Refine go to market for the segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, and pricing challenges.
Complete the Captain’s badge on High Spot.
Education: Preferred but not required: Bachelor’s degree or global equivalent in IT, business, or sales related field.
Travel: Business travel of approximately 50 percent yearly is expected for this position.
Equal Opportunity Statement: 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.
Benefits and Compensation: (summary) Benefits vary by location. Candidates may be eligible for the SailPoint Corporate Bonus Plan, role‑specific commission, and equity participation. Base salary range for US employees is $80,100‑$148,700. Base salaries for employees in other locations are competitive for the employee’s home location.
Job Locations and Salary (examples) Core Enterprise Account Executive EST/CST - Remote - Ohio Cleveland, OH $230,000 - $280,000 | 6 days ago
Columbus, OH $180,000 - $220,000 | 1 month ago
Ohio, United States $160,000 - $175,000 | 11 hours ago
Cincinnati, OH $230,000 - $280,000 | 6 days ago
Columbus, OH $150,000.00 | $160,000.00 | 1 month ago
Consulting Account Executive, Majors - Healthcare and Life Sciences (HCLS) Enterprise Account Executive - Great Lakes + Ohio Valley Strategic Account Executive - Enterprise Hunter/Farmer Account Executive, Enterprise Direct Sales - Managed Solutions Account Executive 3, Enterprise Direct Sales - Managed Solutions-2 Strategic Account Executive - Automotive Manufacturing - Ohio Columbus, OH $129,675 - $187,776 | 2 weeks ago
Application Note: 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.
#J-18808-Ljbffr