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 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.

Compensation: $120,000 - $140,000 per year. You are eligible for an uncapped Sales Incentive Plan with the target of $75,000 annually; terms and conditions apply. Rare Disease Account Executive - MI territory: Must reside in the territory As a successful Account Executive, you will increase laboratory sales revenue through market penetration and promotion of Ambry's portfolio of genetic diagnostic testing services. You will advocate the clinical and financial benefits of our products to all levels and call points in the hospital, specialty clinic, and physician's office including MD's, nurses, genetic counselors, and laboratory staff. The successful Account Executive will need a level of sophistication to handle customer relationships with industry thought leaders, manage the dynamics between lab, doctor, & genetic counselors, and be able to drive highly complex sales to closure. Essential Functions - Manage a sales territory - Live in the designated territory - Manage and grow business in existing Ambry accounts - Expand menu utilization in existing accounts - Sell genetic diagnostic testing services to new customers - Negotiate and manage contracts - Introduce new testing products - Develop demand for and adoption of new assays - Develop and implement customer-specific action plans - Develop and deliver presentations - Host and assist with trade shows - Manage customer data in the company database - Achieve sales goals - Other duties as assigned Qualifications - 3+ years of industry experience selling laboratory services to clinicians and hospitals or medical device sales - Bachelor's Degree and/or combined years of experience required - Skilled in Microsoft Word, Excel, PowerPoint applications - Skilled using a CRM applications such as com or Microsoft CRM - Strong track record of sales success selling a broad portfolio of laboratory testing to different medical specialties - Ability to sell technically complex products - Expertise with demand creation in a large geography - Strengths in networking and relationship development - Strong oral and written communications skills - Some formal sales training experience such as SPIN Selling or PSS - Strong time and territory management skills - Possess and maintain a current, valid driver license unless agreed upon otherwise Preferred - Bachelor's Degree is highly preferred - Experience with customer base within territory #LI-JP1 #LI-REMOTE PRIVACY NOTICES To review Ambry’s Privacy Notice, Click here: https://www.ambrygen.com/legal/privacy-policy To review the California privacy notice, click here: California Privacy Notice | Ambry Genetics To review the UKG privacy notice, click here: California Privacy Notice | UKG Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

Acronis is revolutionizing cyber protection—providing natively integrated, all-in-one solutions that monitor, control, and protect the data that businesses and lives depend on. We are seeking a highly motivated and experienced Senior OEM and OT Enterprise Account Manager to drive growth in the industrial cybersecurity sector in France. In this role, you will be responsible for building and nurturing strategic relationships with OT focused OEMs, integrators, and end users to expand our market presence. As a senior individual contributor, you will focus on identifying opportunities, enabling partners, and driving sales of our innovative cybersecurity solutions tailored for industrial environments. Every member of our “A-Team” has an instrumental role and impact on the success of Acronis’ business, so we are looking for a highly-motivated individual who thrives in a fast-paced and high-volume, work environment. The ideal candidate for this position will not only possess the skills and experience required but will also possess a positive attitude and ability to solve complex problems and work in a fast-paced and rapidly changing environment. And just like every position at Acronis, the ideal candidate will embody all of our company values: responsive, alert, detail-oriented, makes decisions, and never gives up. WHAT YOU'LL DO - Revenue Generation: Drive sales growth by actively engaging with partners and end customers in complex industrial environments, ensuring sales targets are consistently met or exceeded - Channel Development: Establish and manage relationships with key channel partners, with heavy focus on the industrial automation channel including ICS manufacturers and their control system integrator channel. - Sales Enablement: Provide partners with the training, tools, and resources they need to effectively position and sell our industrial cybersecurity solutions. - Strategic Planning: Collaborate with partners to develop joint business plans, set revenue targets, and identify new market opportunities.. - Market Insight: Stay abreast of industry trends, competitive landscape, and emerging threats in industrial cybersecurity, and use this knowledge to inform go-to-market strategies. - Cross-functional Collaboration: Work closely with internal teams, including product management, marketing, and engineering, to align solutions with customer and partner needs. - Metrics and Reporting: Monitor and report on key performance indicators, such as partner sales pipeline, revenue contributions, and program effectiveness. WHAT YOU BRING - Experience: 5+ years in channel sales, business development, or a related role, preferably in the industrial cybersecurity or technology sector. - Proven experience in a cyber security company demonstrating a strong understanding of industry practices and protocols is required. - Industry Knowledge: Deep understanding of industrial cybersecurity, including key technologies, market challenges, and regulatory requirements (e.g., NIST, IEC 62443). - Sales Skills: Proven track record of achieving or exceeding sales targets through channel strategies. - Relationship Management: Strong ability to develop and maintain long-term professional relationships with partners and customers. - Technical Acumen: Familiarity with cybersecurity solutions, OT/IT convergence, and industrial control systems (ICS). - Communication: Excellent presentation, negotiation, and interpersonal skills. - Education: Bachelor’s or equivalent preferred *Please submit your resume and application in English WHO WE ARE Acronis is revolutionizing cyber protection by unifying backup, disaster recovery, storage, next-generation anti-malware, and protection management into one solution. This all-in-one integration removes the complexity and risks associated with non-integrated solutions and offers easy, complete and reliable data protection for all workloads, applications, and systems across any environment—all at a low and predictable cost. Founded in Singapore in 2003 and incorporated in Switzerland in 2008, Acronis now has more than 2,000 employees and offices in 34 locations worldwide. Its solutions are trusted by more than 5.5 million home users and 500,000 companies, and top-tier professional sports teams. Acronis products are available through over 50,000 partners and service providers in over 150 countries and 26 languages. Our corporate culture is focused on making a positive impact on the lives of each employee and the communities in which we live. Mutual trust, respect, personal achievement, individual leadership, and a belief that we can contribute to the world everyday are the cornerstones of the Acronis Team. Acronis is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, marital status, national origin, physical or mental disability, medical condition, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, gender identity or expression, or any other characteristic protected by applicable laws, regulations and ordinances. Our Interview Practices To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Use of AI-generated responses or third-party support during live interviews may be grounds for disqualification from the recruitment process and a full criminal, education and identification background check is required for all new hires.

• Engage with prospects nationwide through phone and video meetings • Showcase GroupHEALTH employee benefits solutions • Exceed quotas and help businesses enhance their benefits offerings • Communicate with Canadian business leaders about their current employee benefits plans • Create customized solutions that outperform their existing plans • Collaborate with business leaders to evaluate and improve their benefits plans