Job Description Summary #LI-Remote This is a field-based and remote opportunity supporting key accounts in an assigned geography. Novartis is unable to offer relocation support for this role. Please only apply if this location is accessible to you. Company will not sponsor visas for this position. The Ultra‑Rare Disease Territory Account Specialist is a self‑driven business leader who shapes thoughtful, personalized customer experiences aligned to the unique needs of Health Care Providers and their patients. Serving as the primary point of contact, this role partners closely with customers to identify shared priorities, solve complex challenges, and connect seamlessly to Novartis resources in support of improved patient outcomes. Operating with autonomy in a highly dynamic environment, the Ultra‑Rare Disease Territory Account Specialist orchestrates patient‑focused solutions across clinical, operational, and access pathways, informed by a deep understanding of patient flow and ultra‑rare disease access dynamics. While retaining core demand‑generation responsibilities, this role brings expanded focus to access, operational excellence, and continuity of care to help enable timely treatment initiation and sustained patient support. Job Description Key Responsibilities: - Proactively identify and navigate any account‑level challenges, partnering with customers to deliver thoughtful, compliant solutions that support patient care. - Develop and execute Health Care Provider (HCP) and account‑level business plans rooted in shared priorities, informed by clinical insight, access considerations, and operational understanding. - Educate Health Care Providers and practice teams on non‑clinical barriers to care, including access and reimbursement tools relevant to ultra‑rare disease management. - Maintain a strong understanding of patient flow, drug acquisition, and practice dynamics to help support timely treatment initiation and continuity of care. - Collaborate closely with field‑based and home‑office partners to address Health Care Provider needs and share relevant market access insights. - Leverage deep knowledge of the ultra‑rare disease landscape, competitors, and industry trends to anticipate opportunities and navigate evolving challenges. - Analyze territory‑level data and market trends to inform strategy, drive pull‑through, and lead meaningful virtual and in‑person engagements with Health Care Providers. - Lead cross‑functional planning discussions to solve complex Health Care Provider challenges with urgency, alignment, and a patient‑first mindset. - Serve as the primary orchestrator of Novartis resources for assigned Health Care Providers, compliantly coordinating across Medical, Access, and Patient Support teams while personalizing engagement through omni‑channel capabilities. Essential Requirements: - Bachelor’s degree required from 4-year college or university. - Experience (see leveling guidelines below) in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams within the last 5 years. We also welcome candidates from other complex sales environments such as medical devices, diagnostics, life sciences services, insurance, consumer health, or B2B sectors, especially where strong field leadership and customer engagement are central to success. For Associate Level opportunities, applicants with limited prior sales experience are encouraged to apply. - Proven track-record of consistent high-performance, and well-versed in navigating and successfully selling to large accounts and key customers. - Self-starter with analytic abilities to seek out, prioritize, and apply relevant information to solve problems to meet the needs of key customers, while also demonstrating ethical leadership and ability to foster environment that promotes ethical behavior and compliance with company policies and laws. - Candidate must reside within territory, or within a reasonable daily commuting distance of 50 miles from the territory border. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. Must have a valid driver’s license. Desirable Requirements: - Experience supporting ultra‑rare or specialty disease states, including familiarity with sophisticated access and reimbursement pathways (e.g., buy‑and‑bill, injectable, or biologic products). - Broad experience across therapeutic areas, patient services, market access, reimbursement models, account strategy, and/or new product launches, with an understanding of engaging Health Care Providers around complex treatment and access pathways. Leveling Guidelines: The position will be filled at level commensurate with experience. - Associate Territory Account Specialist: Recently separated from the US Military with 4+ years of military service in a leadership capacity (Platoon Leader, Executive Officer, Company Commander, etc.), or applicants with limited prior sales experience. - Demonstrates strong ability to collaborate, work cross-functionally within a matrix environment, and communicate product information effectively. - Preferred experience in the 2-year Novartis Sales Internship Program; demonstrated proven leadership experience in student sports, fraternities, clubs, activities, and other extracurricular activities. - Territory Account Specialist: 2+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information. - Senior Territory Account Specialist: 5+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information. - Executive Territory Account Specialist: 10+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information. Driving is an Essential Function of this Role: Meaning it is fundamental to the purpose of this job and cannot be eliminated. Because driving is an essential function of the role, you must have a fully valid and unrestricted driver’s license to be qualified for this role. The company provides reasonable accommodations for otherwise qualified individuals with medical restrictions if an accommodation can be provided without eliminating the essential function of driving. COVID-19 Vaccine Policy (customer-facing roles only): While Novartis does not require vaccination for COVID-19 or proof of a recent negative test result for COVID-19 at this time, employees working in customer-facing roles must adhere to and comply with customers’ (such as hospitals, physician offices, etc.) credentialing guidelines, which may require vaccination. As required by applicable law, Novartis will consider requests for reasonable accommodation for those unable to be vaccinated. This requirement is subject to applicable state and local laws and may not be applicable to employees working in certain jurisdictions. Please send accommodation requests to Eh.occupationalhealth@novartis.com. For Field Roles with a Dedicated Training Period: The individual hired for this role will be required to successfully complete certain initial training, including home study in eight (8) or fewer hours per day and forty (40) or fewer hours per week. Novartis Compensation Summary: The salary for this position is expected to range between: - Associate Territory Account Specialist: $81,200 and $150,800 per year - Territory Account Specialist: $114,100 and $211,900 per year - Senior Territory Account Specialist: $132,300 and $245,700 per year - Executive Territory Account Specialist: $145,600 and $270,400 per year The final salary offered is determined based on factors like, but not limited to, relevant skills and experience, and upon joining Novartis will be reviewed periodically. Novartis may change the published salary range based on company and market factors. Your compensation will include a performance-based cash incentive and, depending on the level of the role, eligibility to be considered for annual equity awards. US-based eligible employees will receive a comprehensive benefits package that includes health, life and disability benefits, a 401(k) with company contribution and match, and a variety of other benefits. In addition, employees are eligible for a generous time off package including vacation, personal days, holidays and other leaves. EEO Statement: The Novartis Group of Companies are Equal Opportunity Employers. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, sex, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. Accessibility and reasonable accommodations The Novartis Group of Companies are committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please send an e-mail to us.reasonableaccommodations@novartis.com or call +1(877)395-2339 and let us know the nature of your request and your contact information. Please include the job requisition number in your message. Salary Range $132,300.00 - $245,700.00 Skills Desired Commercial Excellence, Communication Skills, Compliance, Conflict Management, Cross-Functional Coordination, Customer Insights, health care industry, Influencing Skills, Key Account Management, Negotiation Skills, Professional Ethics, Selling Skills, Technical Skills

• Timely follow-up and qualification of new prospects from inbound leads or customer requests generated by marketing. • Develop prospecting plans for territory development to build rapport and create opportunities. • Research accounts, identify key players, generate interest, and gather business requirements. • Maintain accurate and up-to-date forecasts. • Provide sales management with reports on sales activities and projects as requested. • Increase knowledge of key competitors to effectively communicate our value proposition to customers. • Manage and maintain accurate leads, opportunities, and account information within HubSpot. • Achieve or exceed monthly and quarterly targets. • Obtain repeat business, referrals, and references by understanding the unique requirements of your customers. • Engage in networking, relationship building, cold calling, lead follow-up through emails, product demonstrations, and execution of service agreements.

• Timely follow-up and qualification of new prospects from inbound leads or customer requests generated by marketing. • Develop prospecting plans for territory development to build rapport and create opportunities. • Research accounts, identify key players, generate interest, and gather business requirements. • Maintain accurate and up-to-date forecasts. • Provide sales management with reports on sales activities and projects as requested. • Increase knowledge of key competitors to effectively communicate our value proposition to customers. • Manage and maintain accurate leads, opportunities, and account information within HubSpot. • Achieve or exceed monthly and quarterly targets. • Obtain repeat business, referrals, and references by understanding the unique requirements of your customers. • Engage in networking, relationship building, cold calling, lead follow-up through emails, product demonstrations, and execution of service agreements.

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 salespeople to become a part of our awesome culture. We are recognized 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” – 15 years in a row. The role: We are seeking an Account Executive, to sell our Identity Security Solution to the Federal Government. We strongly prefer that you have experience selling to the DOJ or State Department. To excel, the position requires an account executive: - Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an 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 partner 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 does not operate independently, instead sells as a team. - Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls. - Who can make good decisions about who should engage and when and make people accountable for following through. - Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle. - Who will work closely with the leadership team to refine your ideas and make your 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. The path to success: 1-month milestones: - Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential. - Segment account list into your 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 marketing plan. - Work with Channel Manager on channel plan. 2-month milestones: - Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them. - Demonstrate Salesforce hygiene with regular, accurate activity and updates. - Met weekly with sales management to keep Salesforce and Clari up to date. 3-month milestones: - Complete territory plan and present to Sales Management: - Existing account overview and account potential - Prioritized accounts with account potential - Clean pipeline of potential 2025 opportunities to establish gap to target - Marketing and channel engagement plans to close the Gap to target - Customer references / case studies planned - Pipeline growth plan - Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint. - Lead an operating cadence with virtual team - Achieve “1st Mate” enablement badge. 4-month milestones: - Create account plans for key accounts. - Create opportunity plans for key opportunities. - Present forecast for self-generated opportunity & expected time to 1st sale. - Develop strategies to approach Top 20 accounts - present to management. - Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are. - Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40). - Present SailPoint value proposition in front of manager via either: customer / prospect or internally. 6-month milestones: - Built a Pipeline of 2 to 3 times target comprising. - Existing customer pipeline - Progress existing pipeline - New Pipeline - Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. - Complete your Captains badge on HighSpot. 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 for this position.   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 listed vary based on the location of your employment and the nature of your employment with SailPoint. 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. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD): $109,200 - $184,080.00Base salaries for employees based in other locations are competitive for the employee’s home location. Benefits Overview 1. Health and wellness coverage: Medical, dental, and vision insurance 2. Disability coverage: Short-term and long-term disability 3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D) 4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children 5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account 6. Financial security: 401(k) Savings and Investment Plan with company matching 7. Time off benefits: Flexible vacation policy 8. Holidays: 8 paid holidays annually 9. Sick leave 10. Parental support: Paid parental leave 11. Employee Assistance Program (EAP) and Care Counselors 12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options 13. Health Savings Account (HSA) with employer contribution SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. 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.