Enterprise Account Executive
Location
Massachusetts
Posted
10 days ago
Salary
$109.2K - $184.1K / year
Seniority
Senior
Job Description
Enterprise Account Executive
SailPoint
• Exceed revenue quota goals on a quarterly and yearly basis • Effectively address customers’ and partners’ unique inquiries by providing accurate information and tailored solutions • Develop business plans aligning with assigned territory • Strategically engage with customers and maintain high customer service levels • 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 appropriate technical resources to demonstrate SailPoint's advantages • Follow up with customers and partner with post-sale team for ongoing coverage and new sales opportunities • Oversee all aspects of the sales cycle including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing process
Job Requirements
- Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- Provide superior customer experience from the first discovery call
- Leverage skills in competitively positioning our solutions and broader value proposition including partner services
- Create a territory or opportunity plan, which includes required steps to get from discovery to the next steps in the sales cycle
- Work closely with leadership team to refine ideas and make sales strategy as effective as possible
- Establish plan for existing customers clearly identifying opportunities for uplift and understanding account potential
- Meet with old account managers to capture history
- Segment account list into top focused accounts & Big Bet accounts
- Create stakeholder map for key partners in your Top 20 accounts
- Demonstrate Salesforce hygiene with regular accurate activity and updates
- Complete territory plan and present to Sales Management
Benefits
- 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
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