Sales Executive
SailPoint is theleader in Identity Security. SailPoint customers representhalf of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globallyand expanding our global presence creates opportunities for top salespeopleto become a part of our awesome culture.
We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing.Organizations struggle to understand who has access to what applications and data,and we help them answer thesekey questions. Identity security is the central control point for risk management for the enterprise.
We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” - 15years in a row.
The role:
We are seekinganAccount Executive, to sell our Identity SecuritySolution.
To excel,the position requiresan account executive:
Who is a skilled communicator infirst engagements and discovery callsanalyzingthe 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 thefirst discovery call and leveragetheir skills in competitively positioning our solutions and a broader value proposition including partnerservices.
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 operateindependently, instead sells as a team.
Who can act as the quarterback;take initiative andprep the team on what is needed from them priorto calls.
Who canmake good decisions about whoshould engage and whenandmake people accountable for following through.
Who can create a territory or opportunity plan, whichincludesthe steps you believe are requiredto get from discovery to the next steps in the sales cycle.
Who will work closely with the leadership team to refine your ideas andmake yoursalesstrategyas effective as possible.
Responsibilities:
Exceed revenue quota goals on a quarterly and yearly basis.
Effectively address each customer’s and partner’s unique inquiries by providing accurateinformation and tailored solutions that align with their specific needs and interests.
Develop business plans, which align to yourassigned territory.
Strategically engagewith customers and business partnersto maintaina high levelof customer service that alignswithSailPoint’score values.
Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
Pursueallleads supplied and ensure internal systems are updated.
Leadthe appropriate technicalresources to demonstrate SailPoint's advantages to the customer.
Follow-up with customersand partner withpost-sale teamto ensure consistent and ongoing coverage of account,including new sales opportunities.
Ownand overseeall aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
Fostersa deep understanding of the territory,includingcustomers, 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 accurateforecasting and Salesforce hygiene.
The path to success:
1-monthmilestones:
Establish plan for existing customers clearly identifyingopportunities for uplift over coming years and understanding account potential.
Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list.
Meet with old account managers to capture any history.
Meet with partners of existing accounts to understand their position and services offered.
Work with Marketing Manager on marketing plan.
Work with Channel Manager on channel plan.
2-monthmilestones:
Create a stakeholder map for key partners that are influencers in your Top 20accounts and deviseyourapproach to connect with them.
DemonstrateSalesforcehygiene with regular, accurateactivity and updates.
Met weeklywith sales management to keep Salesforce and Clari up to date.
3-month milestones:
Complete territory plan andpresenttoSales Management:
Existing account overview and account potential
Prioritized accounts with account potential
Clean pipeline of potential 2025opportunities to establishgap to target
Marketing and channel engagement plans to close the Gap to target
Customerreferences / case studies planned
Pipeline growth plan
Meet with all existing customers and identifyopportunities to extend the value theyarereceivingfrom SailPoint.
Leadan operating cadence with virtual team
Achieve “1st Mate”enablement badge.
4-month milestones:
Createaccount plans for keyaccounts.
Create opportunity plans for key opportunities.
Present forecast for self-generated opportunity& expected time to 1st sale.
Develop strategies to approach Top 20 accounts - present to management.
Relationship maps in Salesforce are completed - customersfrom Top 20accounts know who you are.
Showingprogress through sales stages for any inbound/inherited opportunities (sales cycle5-40).
Present SailPoint value proposition in front of manager via either:customer / prospect or internally.
6-month milestones:
Built a Pipeline of 2 to 3 times target comprising.
Existing customer pipeline
Progress existing pipeline
New Pipeline
Refine “go to market”for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges,etc.
Complete your Captains badgeon HighSpot.
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.
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.