Commercial Account Executive

About the role

The US Commercial AE role requires an experienced, motivated sales professional to manage and expand a SailPoint Customer Install Base territory. This position is responsible for selling SailPoint’s Identity Security solutions to end users and channel partners, leveraging all routes to market. Success is defined by a thorough understanding of the client's business, the development of compelling value proposals, and the maintenance of trusted senior-level relationships. Furthermore, the US Commercial AE is expected to meet and exceed the financial expectations of the business.

Responsibilities

• First 30 Days: Foundation and Learning
• Build a strong foundation by internalizing SailPoint's culture, processes, and solutions.
• Learn and align with company core values and maintain a "total customer service" attitude.
• Build relationships with your internal team, including Sales Engineers (SEs), leadership, Partners, and Professional Services.
• Complete foundational training and sales methodology coursework.
• Gain a deep understanding of SailPoint's Identity Security solutions.
• Become proficient with internal systems like Salesforce (SFDC) and Clari.
• Understand the process for lead follow-up and weekly reporting to ensure 100% accuracy in data hygiene.
• Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings.
• Build relationships with key decision-makers and buyers in your accounts.
• First 60 Days: Strategic Planning and Engagement
• Develop your business plan to identify growth opportunities, including whitespace analysis.
• Create a strategic territory plan to identify growth opportunities, including whitespace analysis.
• Work closely with your Regional Partner Manager in identifying strategic Partners within your territory.
• Actively work on lead follow-up from marketing and partners.
• Generate new qualified pipeline to contribute to your monthly goals.
• First 90 Days: Execution and Ramping
• Manage the full sales cycle independently, from qualifying opportunities to negotiation.
• Marshal technical and sales support resources effectively to demonstrate SailPoint's value.
• Work towards achieving the goal of maintaining a total active pipeline that is 3x your annual budget.
• Refine your forecasting skills to accurately project "Commit" and "Best Case" deals, aiming for 95-110% accuracy.
• Closing deals and generating revenue.
• Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives.

Qualifications

• Education: Bachelor's degree or global equivalent in an IT, business or sales related field.
• Experience Requirements: 5+ years of Business to Business sales experience, with 2 years in the Identity Management or Security Industries; proven results in a quota-oriented sales environment and an understanding of technology and technological innovations; proven negotiation skills and the ability to persuade and influence decision makers and executives is required; professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills.

Skills

• Strong understanding of Identity Security solutions.
• Effective presentation skills, particularly to executive management.
• Proven ability to build and maintain relationships with senior-level decision-makers.
• Proficiency with internal systems like Salesforce (SFDC) and Clari.
• Ability to manage and forecast sales pipelines.
• Excellent communication and interpersonal skills.

Benefits

• Health and wellness coverage: Medical, dental, and vision insurance.
• Disability coverage: Short-term and long-term disability.
• Life protection: Life insurance and Accidental Death & Dismemberment (AD&D).
• Additional life coverage options: Supplemental life insurance for employees, spouses, and children.
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account.
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Time off benefits: Flexible vacation policy.
• Holidays: 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.

Pay

Base salaries for employees based in the United States are estimated to be in the range from $64,800 - $109,209.00 per year, depending on the candidate's experience and performance. 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.

Schedule

Business travel of approximately 50 percent yearly is expected for this position.

Benefits Overview

• Health and wellness coverage: Medical, dental, and vision insurance.
• Disability coverage: Short-term and long-term disability.
• Life protection: Life insurance and Accidental Death & Dismemberment (AD&D).
• Additional life coverage options: Supplemental life insurance for employees, spouses, and children.
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account.
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Time off benefits: Flexible vacation policy.
• Holidays: 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.