SailPoint is the leader in Identity Security, seeking a Sales Executive to sell Identity Security Solution, with responsibilities including exceeding revenue quota goals, developing business plans, and strategically engaging with customers and partners.
Requirements
- Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
- Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
- Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
- Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
- Who does not operate independently, instead sells as a team.
- Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
- Who can make good decisions about who should engage and when and make people accountable for following through.
- Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
- Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.
- Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
- Develop business plans, which align to your assigned territory.
- Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
- Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
- Pursue all leads supplied and ensure internal systems are updated.
- Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
- Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities.
- Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
- Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
- Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
- Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
- Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
Benefits
- Retirement Plan
- Visa Sponsorship
- Generous Paid Time Off
- 401k Matching
