Key Accounts Director-NY Metro

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-
• 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 milestone s:
• 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 HighSpo t.
• Education:
• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.