Matt Gloeckner

Examiner
DISC Type : cs

Enterprise Account Executive at SailPoint

Thorofare, New Jersey, United States

Overview

Matt is a seasoned sales executive specializing in SaaS, technology, and telecommunications. As an Enterprise Account Executive at SailPoint, he leverages his extensive background in account management and business development. He holds a Bachelor of Science in Marketing from Rowan University and has experience at major firms like Oracle and NAVEX Global.

He is an active professional networker, frequently attending major industry events like Network X Americas and IT Expo to connect with peers and discuss emerging trends in technology and data services. He has a demonstrated interest in staying current with industry developments by participating in these forums.

He recently transitioned into the specialized field of identity security with his new role at SailPoint.

Personality Overview

Status Quo Seeker

Tough To Convince

Late Adopter

They are always well-planned and adopt a systematic approach.  They tend to have clarity about their needs and constraints, and are unlikely to over-promise. They do not like taking risks at all and go for proven options in the end.

Topics They Care About

Identity Security
His current role at SailPoint focuses on helping organizations manage and secure digital access, a field he describes as the forefront of identity security.
SaaS Sales Strategy
His career history at Oracle, NAVEX Global, and SailPoint demonstrates over a decade of experience and expertise in selling complex SaaS solutions to enterprise clients.
Telecom Data Services
Previously a Sales Director at netnumber, he has deep knowledge in phone number intelligence data and related services within the telecommunications industry.

Media Appearances

Navigate Austin: Meet the Experts | SailPoint. Featured in SailPoint (Navigate Conference website)

See Now

Work History

4-2026
Enterprise Account Executive at SailPoint
1-2023 - 7-2025
Sales Director at netnumber Global Data Services
10-2019 - 1-2023
Sales Manager at netnumber Global Data Services
5-2017 - 8-2018
Enterprise Sales Executive at NAVEX Global
6-2015 - 5-2017
Application Sales Manager at Oracle

Education

1997 - 2001
BS from Rowan University
1993 - 1997
Education details unavailable from Woodbury High School

More Information

Social Presence :

Prographics :

Exp : 21 Location : Thorofare, New Jersey, United States Job Level : Mid-senior Designation : Enterprise Account Executive at SailPoint
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Be firm in your communication and stay in control

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't be very accepting if that is your natural style, stay firm
  • Don't use phrases like 'do not worry', 'i promise' etc.

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • Proof of usage by others in the industry, case studies showing ROI are likely to work the best with them.
  • Will you ever get a clear answer from Matt

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They are some of the slowest movers and take their time reaching decisions.
  • Can Matt take some risk or not?

  • They have very low acceptance of risk even if they do not say it directly.

You And Matt

Personality Compatibility


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