The role: We are seeking an Account Executive, to sell our Identity Security Solution into the Federal Government focusing on Healthcare agencies. To excel, the position requires an account executive: * Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity. * Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. * 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 does not operate independently, instead sells as a team. * Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls. * Who can make good decisions about who should engage and when and make people accountable for following through. * 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. # Responsibilities: * Exceed revenue quota goals on a quarterly and yearly basis. * Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests. * Develop business plans, which align to your assigned territory. * 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 through/with partners and end users. * Pursue all leads supplied and ensure internal systems are updated. * Lead the appropriate technical resources to demonstrate SailPoint's 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 opportunities. * Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. * Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors. * Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space. * Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers. * Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene. # The path to success: # 1-month milestones: * 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. # 2-month milestones: * 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 updates. * Met weekly with sales management to keep Salesforce and Clari up to date. # 3-month milestones: * 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 * Achieve “1st Mate” enablement badge. # 4-month milestones: * Create account plans for key accounts. * Create opportunity plans for key opportunities. * Present forecast for self-generated opportunity & expected time to 1st 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. # 6-month milestones: * 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 partner, pricing challenges, etc. * Complete your Captains badge on HighSpot. # Education: Preferred but not required: 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. # 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