Account Executive - Identity Security Solutions

About the role

SailPoint, a leader in identity security, is looking for an Account Executive to sell its Identity Security solution remotely, based in Malaysia. The role is a team-based account management position: the executive qualifies prospects, presents SailPoint's value against competitors such as Microsoft, Okta and Saviynt, and leads a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team and customer success. Business travel of about 50% per year is expected.

Key responsibilities

• Exceed quarterly and yearly revenue quota goals.
• Qualify opportunities, run discovery calls and present SailPoint's value proposition.
• Develop business plans aligned to the assigned territory and create territory and opportunity plans.
• Pursue all leads supplied and keep internal systems updated.
• Lead technical resources to demonstrate SailPoint's advantages and handle presentations, demos, RFP responses, negotiations and closing.
• Work with marketing and partners on marketing plans and channel plans, and collaborate with the leadership team on sales strategy.
• Manage the full sales cycle and follow up with customers and the post-sale team.
• Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Required profile

• A skilled communicator in first engagements and discovery calls, able to qualify prospects and position SailPoint against competitors.
• Ability to lead a virtual team and act as quarterback, preparing teammates before calls and making people accountable.
• Preferred but not required: a bachelor's degree or global equivalent in an IT, business or sales-related field.