SailPoint
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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 us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.
We are recognized by analysts such as Gartner, Forester and KuppingerCole 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.
The role We are seeking an
Account Executive
to sell our Identity Security Solution.
To excel, the position requires an Account Executive who can:
Communicate effectively in first engagements and discovery calls, analyze prospects’ needs, and qualify opportunities.
Be 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 our solutions and a broader value proposition including partner services.
Lead a virtual team of partner resources, pre‑sales, partner managers, deal desk, professional services, BVA teams, and customer success to deliver sales wins and customer success.
Sell as part of a team rather than operating independently.
Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Make good decisions about who should engage and when, and hold people accountable for following through.
Create a territory or opportunity plan, including the steps required to move from discovery to the next steps in the sales cycle.
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 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 and with partners and end users.
Utilize 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 partners with the 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 complementary organizations in the SailPoint market space.
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.
Qualifications
Education : 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.
Strong research, analytical, and project management skills.
Excellent verbal and written communication skills.
Experience and success in consultative sales roles.
Dedicated to performing at high levels.
Customer‑centric mindset and the passion to drive adoption and usage.
Ready to contribute to ongoing innovation and constantly learn and grow.
Compensation As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’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 for US‑based employees: $120,100 – $171,600 – $223,100.
Benefits Overview
Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short‑term and long‑term disability
Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee Assistance Program (EAP) and Care Counselors
Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution
Location Missouri, United States
Equal Opportunity Employer 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.
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Get AI-powered advice on this job and more exclusive features.
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 us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.
We are recognized by analysts such as Gartner, Forester and KuppingerCole 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.
The role We are seeking an
Account Executive
to sell our Identity Security Solution.
To excel, the position requires an Account Executive who can:
Communicate effectively in first engagements and discovery calls, analyze prospects’ needs, and qualify opportunities.
Be 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 our solutions and a broader value proposition including partner services.
Lead a virtual team of partner resources, pre‑sales, partner managers, deal desk, professional services, BVA teams, and customer success to deliver sales wins and customer success.
Sell as part of a team rather than operating independently.
Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Make good decisions about who should engage and when, and hold people accountable for following through.
Create a territory or opportunity plan, including the steps required to move from discovery to the next steps in the sales cycle.
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 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 and with partners and end users.
Utilize 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 partners with the 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 complementary organizations in the SailPoint market space.
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.
Qualifications
Education : 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.
Strong research, analytical, and project management skills.
Excellent verbal and written communication skills.
Experience and success in consultative sales roles.
Dedicated to performing at high levels.
Customer‑centric mindset and the passion to drive adoption and usage.
Ready to contribute to ongoing innovation and constantly learn and grow.
Compensation As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role‑specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’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 for US‑based employees: $120,100 – $171,600 – $223,100.
Benefits Overview
Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short‑term and long‑term disability
Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee Assistance Program (EAP) and Care Counselors
Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution
Location Missouri, United States
Equal Opportunity Employer 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.
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