Account & Relationship Management Specialist - National Account Manager
Wolters Kluwer
Sales Executive
SailPoint
full-time
Posted on:
Origin: • 🇺🇸 United States • Pennsylvania
Visit company websiteSalary
💰 $109,200 - $202,800 per year
Job Level
Mid-LevelSenior
About the role
- Exceed revenue quota goals on a quarterly and yearly basis
- Effectively address customers' and partners' inquiries with tailored solutions
- Develop business plans aligned to assigned territory and prioritize Top 20 and Top 3 accounts
- Strategically engage with customers and business partners to maintain high level of customer service
- Collaborate with marketing to develop and execute partner and end-user marketing plans
- Pursue all leads supplied and ensure internal systems (Salesforce, Clari) are updated
- Lead technical resources to demonstrate SailPoint advantages and manage RFPs
- Follow-up with post-sale team to ensure account coverage and uncover new sales opportunities
- Own and oversee all aspects of the sales cycle including demos, negotiations, and closing
- Foster deep understanding of territory, competitors, and product/technology strategies
- Initiate, navigate, and manage discussions across all levels of customer organizations
- Utilize channel management and reporting tools; maintain accurate forecasting and Salesforce hygiene
- Build pipeline (target 2–3x) and complete onboarding milestones, account and opportunity plans
Requirements
- Skilled communicator in first engagements and discovery calls; analyze prospects' needs to qualify opportunities
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- Ability to provide a superior customer experience and competitively position solutions and partner services
- Experience leading a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success
- Ability to act as quarterback: prep team, make engagement decisions, and hold people accountable
- Ability to create territory or opportunity plans and refine strategy with leadership
- Experience owning full sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing
- Strong Salesforce and Clari hygiene and accurate forecasting
- Collaborate with marketing and channel managers; pursue leads and update internal systems
- Understand territory including customers, prospects, partners, influencers, and competitors
- Ability to initiate and manage discussions across business stakeholders and technical decision-makers
- Quota-driven sales experience with track record of exceeding revenue goals
- Willingness to travel approximately 50% yearly
- Bachelor's degree in IT, business or sales preferred but not required
