Account Executive, Majors Expansion, Life Sciences
Snowflake
Cloud
Job Level
Mid-LevelSenior
Tech Stack
Cloud
About the role
- Exceed revenue quota goals on a quarterly and yearly basis
- Address customer’s and partner’s inquiries by providing accurate information and tailored solutions
- Develop and execute business plans aligned to assigned territory
- Strategically engage customers and business partners to maintain high level of customer service
- 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 technical resources to demonstrate SailPoint's advantages to customers
- Follow-up with customers and partners with post-sale team to ensure ongoing account coverage and identify new sales opportunities
- Own and oversee all aspects of the sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing
- Foster deep understanding of territory: customers, prospects, partners, influencers, and competitors
- Understand and communicate product and technological strategies of competitors and complementary organizations
- Initiate, navigate, and manage discussions across all levels of a customer’s organization
- Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene
- Create account and opportunity plans for key accounts and present forecasts and go-to-market messaging
- Lead operating cadence with virtual team and achieve enablement milestones
Requirements
- Skilled communicator in first engagements and discovery calls analyzing prospect needs to qualify an opportunity
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- Provide a superior customer experience from the first discovery call and competitively position solutions and partner services
- Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success
- Sell as part of a team and act as the quarterback, prepping and making decisions about engagements
- Create territory or opportunity plans and work closely with leadership to refine sales strategy
- Own all aspects of the sales cycle including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing
- Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene
- Develop business plans and strategic engagement with customers and partners
- Collaborate with marketing and channel managers to develop and execute plans
- Meet revenue quota goals on a quarterly and yearly basis
- Travel: Business travel of approximately 50 percent yearly
- Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field
