THE ROLE:This position is responsible to sell to and support both end users and channel partners, leveraging all routes to market. This is predominantly a hunter’s role to sell into greenfield accounts and a handful of customers across assigned industries or territories.The Account Executive will sell our market leading Identity Security solutions by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Account Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.RESPONSIBILITIES:Exceed revenue quota goals on a monthly, quarterly, and yearly basis.Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests.Develop business plans, which align to the assigned geographic and business needs.Engage and work with business partners where appropriate.Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.Follow-up on all leads supplied and ensure internal systems are updated.Marshal and lead the appropriate technical resources to demonstrate SailPoints’ advantages to the customer.Follow-up with clients and work with Sailpoint post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunities.Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process.Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencer's, and the competitors.Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.Maintain the highest level of customer and partner satisfaction within the accounts in your territory.Maintain a positive, professional 'total customer service' attitude and demonstrate the company's Core Values.Coordinate, plan, and schedule sales support functions with Technical Sales staff.Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their C-level stakeholders to a Systems Administrator.Utilise all channel management and reporting tools.Accurate forecasting and salesforce hygieneABOUT YOU:Essential5 years of Business-to-Business sales experience in complex SaaS or Cloud based solutions (this is not a infrastructure sell)Hungry, conscientious & well presented enterprise seller who is able to read “in-between-the-lines” in nurturing & closing dealsAbility to open doors and have meaningful net new conversations, which lead into real opportunitiesAutonomy balanced with the willingness to learn and appropriately seek help when neededCares about customers’ success to ensure enduring customer relationships, which in turn, creates positive market sentiment for SailPointProven negotiation skills and the ability to persuade and influence decision makers and executivesPreferred:Experience in the Identity Management or Security IndustriesThe activities of first few months are critical to creating the desired impact and acceleration of the business within your Territory.Month 1 objectives: First month is likely to be more internally focused.Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure. Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them. Meet and begin to build relationships with supporting functions outside of your immediate reporting structure. Learn about our products, success stories and what sets us apart from our competitors. Month 2 objectives: During your second month your focus should begin to move beyond your immediate team:Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.Evaluate the status quo within your install base, your target Prospects, Customers & your Partners.Begin to arrange meetings with Prospects, Customers & Partners Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement. Ensure that pipeline is 3x quota.Month 3 to 5 objectives: Develop a 3 year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.Present the business plan to the APAC Leadership Team and subsequently the Global Executive Team to gain support.Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.Role play presenting SailPoint's Value proposition to theoretical buyer.Ensure that pipeline is 3x quotaBy 6 months:Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan. You should be able to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.Ensure that pipeline is 3x quotaBy 12 months:You should have achieved the goals and milestone set out in your 3 year plan.You should re-analyse/improve/refine the People; Process; Cadence; Structure, both direct and indirect to ensure they continue to be supportive of the overall goals and able to execute against them.Ensure that there continues to be sufficient rigour within the forecasting process, demonstrated by continued accurate forecasting.You should continue to develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.Ensure that pipeline is 3x quotaSailPoint 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.
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