Enterprise Account Executive, Agentic Technologies Specialist

We are seeking a highly motivated and experienced Enterprise Account Executive, Agentic Technology Specialist to focus on selling our Agentic related technology solutions (specifically, Machine Identity Security, Data Access Security, and Agent Identity Security offerings) into the Singapore and broader ASEAN market. This is an Overlay sales role supporting direct sellers. This role is critical in driving the adoption of these innovative solutions, and the candidates should have experience selling across IT stakeholders, ideally combining Identity or cybersecurity experience in addition to agentic technologies and/or data architecture or governance technologies.

To excel, the position demands an Account Executive who:

• Is curious, and possesses the ability to synthesize information at a rapid pace in a dynamic environment

• Is a consultative seller who deeply understands how to discover mutual alignment between business value and technology solutions

• Knows how to work across various personas within IT organizations, ideally with experience in Cybersecurity/Identity applications in addition to other modern Cloud technologies/architectures (IaaS, Cloud Data Platforms, etc)

• Develops strong relationships and can operate at all levels - from IT executives to individual contributors

• Understands how to scale, can work in an environment where empowering other Account resources can deliver positive business outcomes

• Utilizes analytical tools and complex data to drive programs and plays

• Has worked as a specialist sales executive (overlay, co-prime, etc) in a dynamic team- based matrix selling environment

• Can demonstrate expertise in understanding and presenting the value of SailPoint's Agentic Technology solutions and how they compare to competitive offerings as well as relate to the broader SailPoint product set.

• Provides a superior customer experience from the first discovery call, leveraging skills in competitively positioning our solutions and a broader value proposition, including partner services.

• Develops territory and opportunity plans that outline the steps required to progress from discovery to the next stages in the sales cycle.

• Builds internal programs and enablement to help scale the larger sales organization around the Agentic product set.

• Work closely with the leadership team to refine ideas and optimize sales strategies.

• Upholds SailPoint's culture by reflecting our 4I's values

Responsibilities:

• Exceed revenue quota goals on a quarterly and yearly basis

• Effectively address each customer's and partner's unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests related to data, AI, and identity intelligence.

• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint's core values.

• Collaborate with marketing to develop and execute marketing plans through/with partners and end users, specifically targeting the Identity Intelligence market.

• Pursue all leads supplied and ensure internal systems are updated.

• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.

• Follow up with customers and partner with the post-sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.

• Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and RFP responses.

• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape.

• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.

• Effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers, including IT personas focused on cybersecurity, AI, data, and enterprise architecture.

• Utilize all reporting tools including accurate forecasting and Salesforce hygiene.

• Internal Enablement: Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Identity Intelligence opportunities within their accounts.

• Strategic Account Planning: Collaborate with Account Executives to develop comprehensive strategic account plans that incorporate Agentic Technology solutions.

• Internal Program Building: Build internal programs to foster collaboration and partnership between the Identity Intelligence Specialist team and the broader sales organization.

Education:

• Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.

The path to success:

1-month milestones:

• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.

• Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list.

• Meet with old account managers to capture any history.

• Meet with partners of existing accounts to understand their position and services offered.

• Work with Marketing Manager on marketing plan.

• Work with Channel Manager on channel plan.

2-month milestones:

• Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them.

• Demonstrate Salesforce hygiene with regular, accurate activity and updates.

• Met weekly with sales management to keep Salesforce and Clari up to date.

3-month milestones:

• Complete territory plan and present to Sales Management:

• Existing account overview and account potential

• Prioritized accounts with account potential

• Clean pipeline of potential 2025 opportunities to establish gap to target

• Marketing and channel engagement plans to close the Gap to target

• Customer references / case studies planned

• Pipeline growth plan

• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.

• Lead an operating cadence with virtual team

• Achieve 1st Mate enablement badge.

SailPoint 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.