Healthcare Sales Executive - Michigan

About the role

The role is for a Strategic Account Executive to sell SailPoint's Identity Security Solution to payers and providers in Michigan.

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.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Qualifications

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.
• Is highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call and leverages their skills in competitively positioning our solutions and a broader value proposition including partner services.
• 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.
• Does not operate independently, instead sells as a team.
• Can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
• Can make good decisions about who should engage and when and make people accountable for following through.
• 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.
• Works closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.

Skills

The ideal candidate will possess the following skills:

• Strong communication and presentation skills.
• Ability to analyze customer needs and tailor solutions.
• Proficiency in competitive analysis and solution demonstration.
• Experience leading virtual teams and managing multiple projects.
• Excellent organizational and planning skills.
• Strong relationship-building and customer service skills.
• Ability to navigate discussions across various organizational levels.
• Knowledge of Salesforce and other CRM tools.

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).
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Time off benefits: Flexible vacation policy.
• Holidays: 8 paid holidays annually.
• Sick leave.
• Parental support: 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 US-based employees are estimated to be in the range from $109,200 - $184,080.00 per year, depending on the location of your employment and the nature of your employment with SailPoint.

Schedule

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