ppSailPoint is the leader in Identity Security . SailPoint customers represent half of the Fortune 500 and h alf of the ASX 50 . This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges . SailPoint continues to grow globally and e xpanding our global presence creates opportunities for top sales people to become a part of our awesome culture . /ppWe are recogni z ed by a nalysts such as Gartner , Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organi z ations struggle to understand who has access to what applications and data , and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. /ppWe are proud of our team and the culture we have built which has led to o ur employees vot ing us “best places to work” – 1 5 years in a row . /ph3The role: /h3pWe are seeking a n Account Executive , to sell our I dentity Security Solution within Public Sector (with a high proportion being Central Government). /ph3T o excel , t he position requires an a ccount e xecutive : /h3ulliW ho is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity . /liliWho will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta , and Saviynt. /liliWho 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. /liliWho 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 . /liliWho does not operate independently, instead sells as a team. /liliWho can act as the quarterback; take initiative and prep the team on what is needed from them prior to call s . /liliWho can make good decisions about who should engage and when and make people accountable for following through . /liliWho 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. /liliWho will work closely with the leadership team to refine your ideas and make your sales strateg y as effective as possible . /li /ulh3Responsibilities: /h3ulliExceed revenue quota goals on a quarterly and yearly basis. /liliEffectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests. /liliDevelop business plans, which align to your assigned territory . /liliStrategically e ngage with customers and business partner s to maintain a high level of customer service that aligns with SailPoint’ s core values.



/liliCollaborate with m arketing to develop and execute marketing plans through/with partners and end users. /liliPurs ue all leads supplied and ensure internal systems are updated. /liliLead the appropriate technical resources to demonstrate SailPoint's advantages to the customer. /liliFollow-up with c ustomers an d partner with post-sale team to ensure consistent and ongoing coverage of account , including new sales opportunities . /liliOwn and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. /liliFosters a deep understanding of the territory , including customers, prospects, partners, influencers, and competitors. /liliUnderstand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space. /liliEffectively initiate , navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers . /liliUtilize all channel management and reporting tools , including a ccurate forecasting and S alesforce hygiene . /li /ulh3The path to success: /h3h31-mo nth milestones : /h3ulliEstablish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential. /liliSegment account list into your top 20 focused accounts the Top 3 Big Bet accounts within this list . /liliMeet with old account managers to capture any history. /liliMeet with partners of existing accounts to understand their position and services offered. /liliWork with Marketing Manager on m arketing p lan . /liliWork with Channel Manager on c hannel p lan . /li /ulh32 - month milestones : /h3ulliCreate a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them. /liliDemonstrate Salesforce hygiene with regular, accurate activity and updates. /liliMet weekly with sales management to keep Salesforce and Clari up to date. /li /ulh33 - month milestones: /h3ulliComplete t erritory p la n and pre sent to Sales Management : /liliExisting account overview and account potential /liliPrioriti z ed accounts with account potential /liliClean p ipeline of potential 202 5 opportunities to establish g ap to target /liliMarketing and c hannel engagement plans to close the Gap to target /liliC ustomer references / case studies planned /liliPipeline growth plan /liliM e e t with all existing customers and identif y opportunities to extend the value they are receiv ing from SailPoint. /liliLead an operating cadence with virtual team /liliAchieve “1st Mate” enablement badge. /li /ulh34-month milestones: /h3ulliCreate a ccount plans for key accounts .



/liliCreate o pportunity plans for key opportunities. /liliPresent forecast for self-generated opp ortunity expected time to 1st sale . /liliDevelop strategies to approach Top 20 accounts - present to m anagement . /liliRelationship maps in Salesforce are completed - customers from Top 20 accounts know who you are . /liliShow ing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40) . /liliPresent SailPoint value proposition in front of m anager via either: customer / prospect or internally . /li /ulh36-month milestones: /h3ulliBuilt a Pipeline of 2 to 3 times t arget comprising . /liliExisting customer pipeline /liliProgress existing pipeline /liliNew Pipeline /liliRefine “ go to market ” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges , etc. /liliComplete your Captains b adge on High S pot . /li /ulh3Education: /h3pPreferred but not required : Bachelor's degree or global equivalent in an IT, business or sales related field. /ph3Travel: /h3pBusiness travel of approximately 50 percent yearly is expected for this position. /ppSailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color , religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. /ppSailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value. /ppAs a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY): €58,250 - €88,192.00. Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these vantaggi plans will be provided if an employee receives an offer of employment. /p /p #J-18808-Ljbffr

📌 Public Sector Sales Executive (Italia)
🏢 Sailpoint
📍 Italia