Healthcare Account Executive - Midwest
$109,200–$165,360 year
RemoteUnited States
Job Summary
Exceed quarterly and yearly revenue quota goals by developing business plans aligned with your assigned territory. Effectively address customer and partner inquiries with tailored solutions while strategically engaging stakeholders to maintain high service levels. Lead virtual teams including presales, partner managers, and professional services to deliver sales wins, managing the full cycle from discovery to closing. Qualify opportunities, present SailPoint's value proposition against competitors like Microsoft and Okta, and navigate discussions across business and technical decision-makers. Pursue all leads, ensure accurate Salesforce hygiene, and collaborate with marketing to execute go-to-market plans. Build a robust pipeline of two to three times target by segmenting accounts and mapping key influencers.
Required Qualifications
- Skilled communicator in first engagements and discovery calls
- Highly proficient in understanding and presenting the value of SailPoint solutions
- Ability to competitively position our solutions and a broader value proposition including partner services
- Ability to lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success
- Ability to act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
- Ability to make good decisions about who should engage and when and make people accountable for following through
- Ability to create a territory or opportunity plan, which includes the steps required to get from discovery to the next steps in the sales cycle
- Ability to effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers
- Ability to utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene
- Ability to understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
- Ability to refine sales strategy as effective as possible with leadership team
- Ability to establish plan for existing customers clearly identifying opportunities for uplift over coming years
- Ability to segment account list into top 20 focused accounts & the Top 3 Big Bet accounts
- Ability to create a stakeholder map for key partners that are influencers in top 20 accounts
- Ability to demonstrate Salesforce hygiene with regular, accurate activity and updates
- Ability to complete territory plan and present to Sales Management
- Ability to create account plans for key accounts
- Ability to create opportunity plans for key opportunities
- Ability to present forecast for self-generated opportunity & expected time to 1st sale
- Ability to develop strategies to approach Top 20 accounts
- Ability to present SailPoint value proposition in front of manager via either: customer / prospect or internally
- Ability to build a Pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline, and new pipeline
- Ability to refine go to market for this market segment highlighting key messaging when competing with Microsoft and Okta
- Ability to complete Captains badge on HighSpot
- Business travel of approximately 50 percent yearly
- Bachelor's degree or global equivalent in an IT, business or sales related field
Desired Qualifications
- Experience with Microsoft, Okta, and Saviynt
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