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. First 30 Days: Foundation and Learning The primary focus in the first month is to build a strong foundation. This involves internalizing SailPoint's culture, processes, and solutions. Internalize Company & Team Culture: 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: Complete 100% of mandatory corporate training and sales methodology coursework. Gain a deep understanding of SailPoint's Identity Security solutions. Learn the Tools and Processes: 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. Begin Customer and Partner Outreach: Start scheduling and conducting customer, prospect, and partner planning meetings, aiming for the weekly target of 5 critical meetings. Begin building relationships with key decision-makers and buyers in your accounts. First 60 Days: Strategic Planning and Engagement In the second month, the focus shifts from learning to strategic planning and initiating contact with customers and partners. Develop Your Business Plan: Create a strategic territory plan to identify growth opportunities, including whitespace analysis. For those on the Install Base team, develop heat maps and identify top accounts for modernization and add-on opportunities and work closely with your Regional Partner Manager in identifying strategic Partners within your territory Start Building Pipeline: Actively work on lead follow-up from marketing and partners. Start generating new qualified pipeline to contribute to your monthly goals. First 90 Days: Execution and Ramping By the end of the first quarter, the focus is on active selling, managing your pipeline, and demonstrating command of your business. Manage the Full Sales Cycle: Independently lead all aspects of the sales process, from qualifying opportunities to negotiation. Marshal technical and sales support resources effectively to demonstrate SailPoint's value. Build and Forecast Your Pipeline: 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. Deliver Initial Results: Closing deals and generating revenue. Demonstrate a strong executive presence and the ability to articulate compelling business value and ROI to C-level executives. Operational Excellence and Professional Skills Beyond the numbers, success involves demonstrating strong professional skills and adherence to company processes. Data Hygiene: Maintain 100% accuracy in Salesforce (SFDC) and Clari by updating all leads and opportunities weekly. Strategic Planning: Develop and execute effective territory and account plans. Training Compliance: Complete 100% of mandatory corporate training on schedule. Customer Relationship Management: Build and maintain trusted relationships with senior-level decision-makers. Collaboration: Ensure consistent and effective communication with internal teams (SEs, Leadership, Partners, etc.). Executive Presence: Effectively create and manage conversations with stakeholders at all levels, from technical staff to C-suite executives. Success in role for a Commercial Account Executive (AE) at SailPoint is measured across four key areas: financial results, pipeline and activity management, operational discipline, and stakeholder collaboration. Education: Bachelor's degree or global equivalent in an IT, business or sales related field. Travel: Business travel of approximately 50 percent yearly is expected for this position. 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. Effective at presenting to executive management, i.e. C-Level - Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of profess