Commercial Account Executive

Overview

Manage and expand a SailPoint Customer Install Base territory by selling Identity Security solutions to end users and channel partners across all routes to market.

What you'll do

• Sell SailPoint's Identity Security solutions to end users and channel partners, leveraging all routes to market.
• Understand the client's business, develop compelling value propositions, and maintain trusted senior-level relationships.
• Meet and exceed the financial expectations of the business.
• Develop a strategic territory plan, including whitespace analysis, heat maps, and identification of top accounts for modernization and add-on opportunities.
• Work with your Regional Partner Manager to identify strategic Partners within your territory.
• Follow up on leads from marketing and partners and generate new qualified pipeline.
• Independently lead all aspects of the sales cycle, from qualifying opportunities to negotiation.
• Marshal technical and sales support resources to demonstrate SailPoint's value.
• Maintain a total active pipeline of 3x your annual budget and forecast Commit and Best Case deals at 95-110% accuracy.
• Articulate business value and ROI to C-level executives.
• Maintain 100% data accuracy in Salesforce (SFDC) and Clari by updating leads and opportunities weekly.
• Complete 100% of mandatory corporate training on schedule.
• Communicate consistently and effectively with internal teams (SEs, Leadership, Partners, etc.).

What you'll need

• Bachelor's degree or global equivalent in an IT, business or sales related field.
• 5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries.
• Proven track record in a full-cycle SaaS or software sales role.
• Proven results in a quota-oriented sales environment.
• Understanding of technology and technological innovations.
• Proven negotiation skills and the ability to persuade and influence decision makers and executives.
• Effective at presenting to executive management, i.e. C-Level.
• Professionalism, personal integrity, and a high internal commitment to achieve success.
• Ability to build and maintain a vast network of professional relationships over a long period of time.
• Strong oral and written communication skills.

Details

• Location: Remote (New York, USA); preferred location is New York City.
• Business travel of approximately 50 percent yearly is expected.
• Base salary range for US-based employees: $74,600 - $112,996 USD.
• May be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, and potential equity participation.