SailPoint
LA, CA, USA
Remote

Sales Executive, Healthcare-Southeast

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As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.
We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don't know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.
Our employees voted us "best places to work" - 10 years in a row.
Sales Representative, Healthcare
We are seeking an experienced Sales Representative, to sell our IGA Solution Suite to healthcare systems across the assigned territory. SailPoint's healthcare team focuses on selling its IGA Solution Suite into assigned healthcare acute care, post-acute care, long-term care, rehabilitation, hospice, physician clinic, and other care provider organizations.
Primarily a SaaS offering, our IGA Solution Suites sit at the heart of an organization's enterprise security. The position requires a sales executive who is experienced in navigating healthcare accounts, generally at C level, including the CIO, CISO, CTO, and other C level executives. The successful candidate will leverage their previous healthcare experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.
Using the Challenger sales methodology, quota will be achieved by engaging with approximately 30-35 target customers: typically, there will be a large number of POC's, BVA's & RFP's as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI's, such as Deloitte, PwC, EY, KPMG. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.
The path to success:
In setting the right foundations, you should achieve these milestones during your 1st month with the company.

  • Established internal network & led interlock meetings with virtual teams & key stakeholders.
  • Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.
  • Ensure you have a buddy assigned and meet with them at least once a week.
  • Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint.
  • Familiarize yourself with SailPoint's language of acronyms and technical terms so you can actively participate in meetings.
  • Ask your manager to share the strategic objectives of your department followed by your team's objectives and finally where your role fits in.
  • Achieved "Bosun" enablement badge.


Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.

  • Sorted TAM accounts into Sales priority order and reset/clean pipeline.
  • Set $$ amounts next to all "A" accounts & make introductions with them.
  • Territory plan developed, presented and signed off by Sales Management
  • Created a stakeholder map for key partners that are influencers in your "A" accounts and devised approaches to connect with them.
  • Presented pipeline growth plan to Management.
  • Demonstrated SFDC hygiene with regular, accurate activity and updates.
  • Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss.


Building on the foundations, you should have achieved these milestones by the end of your 3rd month.

  • Implemented an operating cadence with virtual team (meetings in place with clear purpose)
  • Developed strategies to approach "A" accounts - presented to Management and approved.
  • Customers from "A" accounts know who you are - relationship maps in SFDC completed.
  • Achieved "1st Mate" enablement badge.


By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

  • Created Account plans for all 'A' accounts.
  • Created Opportunity plans for all 'A' accounts.
  • Presented forecast for self-generated opportunities & expected time/path to 1st sale.
  • Shown progress through sales stages for any inbound/inherited opportunities (from 5-40).
  • Achieved "Sailing Master" enablement badge.


On completing your first successful 6 months at SailPoint, in addition to the previous milestones, you will have:

  • Achieved strong correlation between engagement rate and all 'A' accounts.
  • Achieved strong correlation between pitch rate and all 'A' accounts.
  • "Quarter Master" enablement badge completed.
  • "Captain" enablement badge completed (including stand and deliver)


Education:
Preferred but not Required: 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
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.

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Candidate Location Eligibility:
Albuquerque, NM
Ann Arbor, MI
Atlanta, GA
Austin, TX
Baltimore, MD
Baton Rouge, LA
Birmingham, AL
Boise, ID
Boston, MA
Buffalo, NY
Charleston, SC
Charlotte, NC
Chicago, IL
Cincinnati, OH
Cleveland, OH
Colorado, CO
Columbus, OH
Dallas-Fort Worth, TX
Dayton, OH
Des Moines, IA
Detroit, MI
Fayetteville-Springdale-Rogers, AR
Greensboro, NC
Hampton Roads, VA
Hartford, CT
Houston, TX
Huntsville, AL
Indianapolis, IN
Jacksonville, FL
Kansas City, MO
Las Vegas, NV
Lexington, KY
Lincoln, NE
Little Rock, AR
Los Angeles, CA
Louisville, KY
Madison, WI
Memphis, TN
Miami, FL
Milwaukee, WI
Minneapolis–Saint Paul, MN
Nashville, TN
New Orleans, LA
New York City, NY
Ogden, UT
Oklahoma City, OK
Omaha, NE
Orlando, FL
Other US Location
Palm Bay-Melbourne-Titusville
Pensacola, FL
Peoria, IL
Philadelphia, PA
Phoenix – Mesa – Scottsdale, AZ
Pittsburgh, PA
Portland, ME
Portland, OR
Providence, RI
Provo, UT
Raleigh-Durham, NC
Reno, NV
Richmond, VA
Rochester, NY
Sacramento, CA
Salt Lake City, UT
San Antonio, TX
San Diego, CA
San Francisco, CA
San Luis Obispo, CA
Santa Cruz, CA
Seattle, WA
Spokane, WA
St. Louis, MO
Tallahassee, FL
Tampa Bay, FL
Tucson, AZ
Tulsa, OK
Washington DC
Wichita, KS
Wilmington, NC

What are SailPoint Perks + Benefits

SailPoint Benefits Overview

Experience a Small-company Atmosphere with Big-company Benefits

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Open office floor plan
Employee resource groups
Employee-led culture committees
Hybrid work model
In-person revenue kickoff
President's club
Employee awards
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Diversity manifesto
Mean gender pay gap below 10%
Diversity employee resource groups
Hiring practices that promote diversity
Diversity recruitment program
SailPoint's Sail-U program is designed for recent college grads and those with non-traditional backgrounds. It's an early-career program that helps build the next generation of identity leaders.
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Employee stock purchase plan
Performance bonus
Charitable contribution matching
Child Care & Parental Leave
Generous parental leave
Family medical leave
Company sponsored family events
Vacation + Time Off
Unlimited vacation policy
Generous PTO
Paid holidays
Flexible time off
Office Perks
Company-sponsored outings
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Recreational clubs
Home-office stipend for remote employees
Meditation space
Mother's room
Onsite gym
Professional Development
Job training & conferences
Lunch and learns
Promote from within
Mentorship program
Online course subscriptions available
Personal development training

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