Healthcare Account Executive

The role:

We are seeking an Account Executive, to sell our Identity Security Solution.

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.

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.