Strategic Account Executive, Agentic Technologies Specialist

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. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.

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 proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.

The Role:

We are seeking a highly motivated and experienced Strategic Account Executive – Agentic Technology Specialist to focus on selling our Agentic related technology solutions (specifically, Machine Identity Security, Data Access Security, and Agent Identity Security offerings) into our largest and most complex strategic accounts. This is an Overlay sales role supporting direct sellers. This role is critical in driving the adoption of these innovative solutions, and the candidates should have experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies.

To excel, the position demands an Account Executive who:

• Is curious, and possesses the ability to synthesize information at a rapid pace in a dynamic environment
• Is a consultative seller who deeply understands how to discover mutual alignment between business value and technology solutions
• Knows how to work across various personas within IT organizations, ideally with experience in Cybersecurity/Identity applications in addition to other modern Cloud technologies/architectures (IaaS, Cloud Data Platforms, etc)
• Develops strong relationships and can operate at all levels – from IT executives to individual contributors
• Understands how to scale, can work in an environment where empowering other Account resources can deliver positive business outcomes
• Utilizes analytical tools and complex data to drive programs and plays
• Has worked as a specialist sales executive (overlay, co-prime, etc) in a dynamic team- based matrix selling environment
• Can demonstrate expertise in understanding and presenting the value of SailPoint's Agentic Technology solutions and how they compare to competitive offerings as well as relate to the broader SailPoint product set.
• Provides a superior customer experience from the first discovery call, leveraging skills in competitively positioning our solutions and a broader value proposition, including partner services.
• Develops territory and opportunity plans that outline the steps required to progress from discovery to the next stages in the sales cycle.
• Builds internal programs and enablement to help scale the larger sales organization around the Agentic product set.
• Work closely with the leadership team to refine ideas and optimize sales strategies.
• Upholds SailPoint’s culture by reflecting our 4I’s values

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 related to data, AI, and identity intelligence.
• 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, specifically targeting the Identity Intelligence market.
• 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 the post-sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
• Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and RFP responses.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape.
• 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, including IT personas focused on cybersecurity, AI, data, and enterprise architecture.
• Utilize all reporting tools including accurate forecasting and Salesforce hygiene.
• Internal Enablement: Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Identity Intelligence opportunities within their accounts.
• Strategic Account Planning: Collaborate with Account Executives to develop comprehensive strategic account plans that incorporate Agentic Technology solutions.
• Internal Program Building: Build internal programs to foster collaboration and partnership between the Identity Intelligence Specialist team and the broader sales organization.

Education:

Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.