Sales Account Executive | Healthcare | NoCal / PacNW

Washington, DC
Dec 05, 2022
Dec 08, 2022
Full Time
We are seeking an experienced, highly motivated Healthcare Identity Security sales executive to manage SailPoint's Northern California and Pacific Northwest territory with a preference of this individual to be located in either San Francisco, CA OR Seattle, Washington. This position is responsible to sell to and support both end customers and channel partners, leveraging all routes to market. The south-central Healthcare Identity Security Sales Executive will sell SailPoint's market leading Identity Management and Governance solutions by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.Responsibilities:Exceed revenue quota goals on a monthly, quarterly, and yearly basisDemonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interestsDevelop business plans, which align to the assigned geographic and business needs.Engage and work with business partners where appropriateCollaborate with Marketing to develop and execute marketing plans through/with end users and partnersFollow-up on all leads supplied and ensure internal systems are updatedMarshal and lead the appropriate technical resources to demonstrate SailPoints' advantages to the customerFollow-up with clients and work with SailPoint post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunitiesUnderstand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process.Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencer's, and the competitorsUnderstand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market spaceMaintain the highest level of customer and partner satisfaction within the accounts in your territoryMaintain a positive, professional 'total customer service' attitude and demonstrate the company's Core ValuesCoordinate, plan, and schedule sales support functions with Technical Sales staffDemonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their CEO to a Systems AdministratorUtilize all channel management and reporting toolsSkills:Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respectPartner Collaboration: Work with our partner ecosystem. Build effective relationships and leverage our partner programs to improve accessibility and creditability with target and current customersTerritory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viabilityEffective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audienceIndustry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, eg, on industry trends, best practices, competitive practices, regulatory issues, etc.Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint's sales methodologyBusiness Acumen: Understand key aspects of business, eg, business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertiseFinancial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business successEducation:Bachelor's degree or global equivalent in an IT, business or sales related field.Travel:Business travel of approximately 50 percent yearly is expected for this position.Experience Requirements:5+ years of experience selling into the Healthcare IT market, preferably within hospitals, health care systems, rehab and post-acute care facilities3+ years of Healthcare B2B IT sales experience, preferably in Identity Management, software security or experience selling a SaaS platformExperience selling Cybersecurity or other IT Security solutions preferredProven results in a quota-oriented sales environment and an understanding of technology and technological innovationsSailPoint 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.

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