Agentic Technology Specialist

About SailPoint

SailPoint leads in Identity Security, serving half of the Fortune 500 and ASX 50 companies. Recognized by Gartner, Forester, and Kuppinger Cole as a market leader, we innovate in identity security, helping organizations manage application and data access risks enterprise-wide. Our longstanding culture excellence has earned us the "best places to work" title for 15 consecutive years.

Role Overview

We are looking for an experienced and driven Strategic Account Executive specialized in Agentic Technology to support direct sales by promoting our SailPoint Agentic Fabric platform within enterprise accounts. This overlay sales role demands expertise engaging IT stakeholders, particularly combining knowledge of Identity or cybersecurity with agentic technologies, data architecture, or governance.

Key Responsibilities

• Surpass quarterly and annual revenue targets.
• Provide tailored, accurate solutions addressing client and partner unique requirements.
• Develop and execute business plans aligned with assigned territories.
• Engage strategically with customers and partners to deliver exceptional service consonant with SailPoint's values.
• Collaborate with marketing to drive campaigns through partners and end users.
• Pursue all sales leads diligently, ensuring internal system updates.
• Coordinate technical resources to demonstrate SailPoint advantages.
• Partner with post-sale teams to maintain account coverage and explore new opportunities.
• Manage entire sales cycles including qualification, presentations, demos, RFP responses, negotiations, and closings.
• Maintain deep awareness of the territory's stakeholders, competitors, and market dynamics.
• Communicate competitor and complementary product strategies effectively.
• Conduct discussions across all organizational levels, from business to technical stakeholders.
• Utilize channel management tools maintaining accurate forecasting and Salesforce updates.

Performance Milestones

1-Month: Formulate plans for existing accounts, segment top accounts, engage with past account managers and partners, and shape marketing and channel strategies.
2-Month: Develop stakeholder maps, uphold Salesforce hygiene, maintain weekly updates with sales management.
3-Month: Finalize territory plan and present it; prioritize accounts; establish a clean pipeline; engage customers; lead virtual teams; obtain "1st Mate" enablement badge.
4-Month: Create and present account and opportunity plans; forecast sales; build relationship maps; show sales progression.
6-Month: Build robust sales pipelines, refine market approach emphasizing key messaging against competitors; complete "Captains" badge on HighSpot.

Ideal Candidate Attributes

• Curious with a rapid ability to synthesize information in dynamic environments.
• Consultative selling skills aligning business value with technology solutions.
• Ability to engage multiple IT personas with proficiency in Cybersecurity/Identity and Cloud technologies (IaaS, Cloud Data Platforms).
• Strong communication skills for initial engagement and discovery.
• Expertise in presenting SailPoint Agentic Fabric’s value and competitive landscape versus Microsoft, Okta, and Saviynt.
• Customer-centric approach providing superior experiences from initial contact onwards.
• Team player acting as a quarterback who leads, initiates, and coordinates internal and external resources effectively.
• Ability to develop strategic plans integrating sales cycles and collaboration with leadership.

Education

While not mandatory, a Bachelor's degree or global equivalent in IT, business, or sales-related field is preferred.

Travel Requirements

Approximately 50% annual business travel is expected.

Equal Opportunity Statement

SailPoint is an equal opportunity employer considering all qualified candidates without regard to legally protected categories. Alternative application methods and accommodations are available upon request for applicants with disabilities.