Job Information
SailPoint Technologies Strategic Account Executive in Westerville, Ohio
SailPoint is theleader 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 salespeople to become a part of our awesome culture. We are recognised 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" - 10 years in a row. The role: We are seeking a Strategic Account Executive, to sell our Identity Security Solution. To excel the position requires an account executive:
- Who will be a master in first engagements and discovery calls to qualify the opportunity. After the initial engagement we should have all the information we need to understand competitive positioning and whether we should invest further.
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``` - Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta and Saviynt.
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``` - Who 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 the partners services.
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``` - Who 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
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``` - When you engage with the team you will need to take the time to prep the team on what you need from them prior to the call.
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``` - Who can act as the quarterback: your role is to make good decisions about who should engage and when and make people accountable for following through - being an account executive is not operating independently and proving you can do it yourself but rather selling as a team.
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``` - Who can work independently to create a territory or opportunity plan including the steps you believe are required to get from discovery through to the next step in the process.
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``` - To get the most benefit from the leadership team you should then work with them to refine your ideas to make your strategy as effective as possible
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``` - Who is a good listener and has the ability to assess the situation they are in and make the best choices.
Responsibilities:
- Exceed revenue quota goals on a quarterly, and yearly basis.
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``` - Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests.
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``` - Develop business plans, which align to the assigned geographic and business needs.
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``` - Strategically engage and work with business partners
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``` - Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.
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``` - Follow-up on all leads supplied and ensure internal systems are updated.
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``` - Marshal and lead the appropriate technical resources to demonstrate SailPoint's' advantages to the customer.
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