Sales Executive

Overview

Gartner

Organi

5

Account Executive

Solution

T

• o excel
• ,
• t
• he position requires
• an
• a
• ccount
• e
• xecutive
• :
• W
• ho
• 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 t
• he
• 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 call
• s
• .
• 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
• includ
• es
• the steps you believe are
• required
• to get from discovery to
• the
• next step
• s in the sales cycle.
• Who will work closely with
• the leadership team to refine your ideas
• and
• make your
• sales
• strateg
• y
• 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 e
• ngage
• with
• customers and
• business partner
• s
• to
• maintain
• a high level
• of customer service
• that aligns
• with

SailPoint’

• s
• core values.
• Collaborate with
• m
• arketing to develop and execute marketing plans
• through/with
• partners and
• end users.
• Purs
• ue
• 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 c
• ustomers
• an
• d 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
• a
• ccurate
• forecasting and

S

1-mo

• nth
• mil
• estones
• :
• 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
• m
• arketing
• p
• lan
• .
• Work with Channel Manager on
• c
• hannel
• p
• lan
• .

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 milestones:
• Complete
• t
• erritory
• p
• la
• n and
• pre
• sent
• to

Sales Management

• :
• Existing account overview and account potential
• Prioriti
• z
• ed accounts with account potential
• Clean
• p
• ipeline of potential 202

5

• opportunities to
• establish
• g
• ap to target
• Marketing and
• c
• hannel engagement plans to close the Gap to target
• C
• ustomer
• references / case studies planned
• Pipeline growth plan
• M
• e
• e
• t with all existing customers and
• identif
• y
• opportunities to extend the value
• they
• are
• receiv
• ing
• from SailPoint.
• Lead
• an operating cadence with virtual team
• Achieve “1st Mate”
• enablement badge.
• 4-month milestones:
• Create
• a
• ccount plans for
• key
• accounts
• .
• Create
• o
• pportunity plans for
• key
• opportunities.
• Present forecast for self-generated opp
• ortunity
• & expected time to 1st
• sale
• .
• Develop
• strategies to approach

Top 20

• accounts - present to
• m
• anagement
• .
• Relationship maps in Salesforce are completed
• customers
• from

Top 20

• accounts know who you are
• .
• Show
• ing
• progress through sales stages for any inbound/inherited
• opportunities (sales
• cycle

5-40)

• .
• Present SailPoint value proposition in front of
• m
• anager via either:
• customer / prospect
• or
• internally
• .
• 6-month milestones:
• Built a Pipeline of 2 to 3 times
• t
• arget
• 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

S

Education

Travel