Strategic Account Executive

Strategic Account Executive

Requirements

• Who will be a master in first engagements and discovery calls to qualify the opportunity.
• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta and Saviynt.
• 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.
• 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.
• 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.
• 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.
• 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.
• Develop business plans, which align to the assigned geographic and business needs.
• Strategically engage and work with business partners.
• Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.
• Follow-up on all leads supplied and ensure internal systems are updated.
• Marshal and lead the appropriate technical resources to demonstrate SailPoint’s advantages to the customer.
• Follow-up with clients and work with SailPoint post-sale team members to ensure consistent and ongoing coverage of account including new sales opportunities.
• Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencers, and the competitors.
• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
• Maintain the highest level of customer and partner satisfaction within the accounts in your territory.
• Maintain a positive, professional ‘total customer service’ attitude and demonstrate the company’s Core Values.
• Coordinate, plan, and schedule sales support functions with Technical Sales staff.
• Demonstrate the ability to create and manage conversations at all business and technical levels of a client’s organization.
• Utilize all channel management and reporting tools.
• Accurate forecasting and salesforce hygiene.

Preferred Qualifications

No preferred qualifications provided.