Enterprise Account Executive Colorado

SailPoint is seeking an experienced and highly motivated Enterprise Account Executive to manage a sales region in Colorado. This role involves selling market-leading Identity Management solutions to end-users and channel partners, understanding client businesses, identifying needs, developing compelling proposals, and closing deals. The executive will build trusted relationships with senior decision-makers, exceed revenue quotas, and collaborate with marketing to execute plans. The position requires strong sales acumen, industry knowledge, and the ability to manage all aspects of the sales cycle.

Must Have

• Exceed revenue quota goals on a monthly, quarterly, and yearly basis
• Demonstrate ability to address customer's and partner's unique inquiry
• Develop business plans aligned to geographic and business needs
• Engage and work with business partners where appropriate
• Collaborate with Marketing to develop and execute marketing plans
• Follow-up on all leads supplied and ensure internal systems are updated
• Marshal and lead appropriate technical resources to demonstrate SailPoint’s advantages
• Follow-up with clients and work with post-sale account managers
• Understand and work in all aspects of the sales cycle
• Develop and maintain a deep understanding of the territory
• Understand and communicate all product and technological strategies of competitors
• Maintain the highest level of customer and partner satisfaction
• Maintain a positive, professional 'total customer service' attitude
• Coordinate, plan, and schedule sales support functions with Technical Sales staff
• Demonstrate ability to create and manage conversations at all business and technical levels
• Utilize all channel management and reporting tools
• 5 years of Business to Business sales experience
• 3 years in the Identity Management or Security Industries
• Proven results in a quota-oriented sales environment
• Understanding of technology and technological innovations
• Demonstrated knowledge of the market and strong technical knowledge
• Ability to deliver business value to the account and build on customer relationships
• Bachelor's degree or global equivalent in an IT, business or sales related field

Perks & Benefits

• Medical, dental, and vision insurance
• 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
• 401(k) Savings and Investment Plan with company matching
• Flexible vacation policy
• 8 paid holidays annually
• Sick leave
• 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

Our sales crew tackles their goals through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, territory design, and sales process optimization. This team is a core piece of the company's success and uses their soft skills and powers of persuasion to help communicate ideas to customers and prospective clients. On this crew you will bring your skills and innovative ideas to the table, and help us create an environment that will continue to attract the most talented professionals in the sales industry.

We are seeking an experienced, highly motivated sales professional to manage a sales region. This position is responsible to sell to and support both end users and channel partners, leveraging all routes to market. The Sales Executive will sell our marketing leading Identity Management 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 Sales 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 CEO to a Systems Administrator.
• Utilize all channel management and reporting tools.

Skills:

• Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect.
• Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect.
• Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability.
• Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience.
• Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
• Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint’s sales methodology.
• Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.
• Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success

Education:

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.

Experience Requirements:

• 5 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries
• Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
• Requires demonstrated knowledge of the market and strong technical knowledge preferred. Must have the ability to deliver business value to the account and build on customer relationships.

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):

$61,900 - $88,400 - $114,900

Base 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.

About Us

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats.

Equal Employment Opportunity Policy Statement

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities:

• Filing a complaint;
• Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans;
• Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or
• Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.