Key Accounts Director-NY Metro

SailPoint · New york, United States

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. 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 seeking an Account Executive, to sell our Identity Security Solution.
To excel, the position requires an account executive:
Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and
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 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.
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their
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
Lead the appropriate technical resources to demonstrate SailPoints 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
Own and oversee all aspects of the sales cycle, including qualifying,
Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
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.
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
Met weekly with sales management to keep Salesforce and Clari up to date.
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
Create account plans for key accounts.
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.
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
Bachelors 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.

without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran stat

us.
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. Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short-term and long-term disability
Life insurance and Accidental Death & Dismemberment (AD&D)
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
Flexible vacation policy
Holidays: 8 paid holidays annually
Parental support: Employee Assistance Program (EAP) and Care Counselors
Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution
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.