We are seeking an experienced, highly motivated sales leader to manage our eastern region Healthcare Vertical sales team including both Enterprise and Mid-Market sellers. This position is responsible for managing all day-to-day aspects of the Healthcare Vertical revenue for the eastern territory including revenue attainment, leveraging all routes to market including direct and indirect sales strategies. The Director of Healthcare Sales, East will support their sellers on positioning 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 Director of Healthcare Sales, East will also develop and maintain trusted relationships with C-level decision makers, technology alliance partners and channel partners within the territory.
Exceed revenue quota goals on a monthly, quarterly, and yearly basis
Support the sellers in developing their individual territory sales strategies and field level engagement
Demonstrate the ability to address each customer’s and partner’s unique inquiries across the territory, while providing them with the proper information and appropriate solution based on the customer’s specific needs and interests
Develop business plan for the eastern region that results in predictable/reliable forecast and on-going growth.
Engage and work with business partners in an on-going basis with the goal of accelerating sales cycles and increasing net-new logo wins for SailPoint.
Ensure that the sales team is expanding SailPoint solution presence and revenue growth across the existing customer base.
Collaborate with Marketing to develop and execute marketing plans through/with end users and partners
Ensure that the sales executives and Inside Sales Representatives follow-up on all leads supplied and ensure internal systems are updated
Marshal and collaborate with SE leadership to ensure that the appropriate technical resources are leveraged as appropriate to demonstrate SailPoints’ advantages to the customer
Ensure timely follow-up with clients and work with SailPoint Sales Executives within territory to ensure consistent and ongoing coverage of accounts including new sales opportunities
Understand 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 competitors
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
Maintain the highest level of customer and partner satisfaction within the accounts in your territory
Maintain a positive, professional ‘total customer service’ attitude and demonstrate the company’s Core Values
Utilize all channel management and reporting tools
Proven Sales Leadership experience within the healthcare provider market including a track record of exceeding revenue attainment goals
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 respect
Partner Collaboration: Work with our partner ecosystem. Build effective relationships and leverage our partner programs to improve accessibility and creditability with target and current customers
Territory 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 viability
Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience
Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., 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 methodology
Business Acumen: Understand key aspects of business, e.g., 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 expertise
Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
5+ years of B2B IT sales leadership experience, preferably in Identity Management, software security or experience selling a SaaS platform
10+ years of B2B IT sales experience, preferably in Identity Management, software security or experience selling a SaaS platform
2+ years of experience selling into the Healthcare market, preferably within hospitals, health care systems, rehab and post-acute care facilities
Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
Bachelor’s degree or global equivalent in an IT, business or sales related field.
Business travel of approximately 50 percent yearly is expected for this position.
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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