{"id":3913361,"url":"https://alion.io/job/sailpoint-software-sales-executive-5","title":"Software Sales Executive","company":{"id":4926,"name":"SailPoint","domain":"sailpoint.com","url":"https://alion.io/company/sailpoint","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"B","score":84,"open_postings":27,"ghost_share":0,"stale_share":0.63,"repost_share":0.037,"time_to_fill_p50_days":32,"computed_at":"2026-11-08T05:47:12Z"}},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Brazil"],"countries":["BR"],"hiring_countries":["BR"],"hiring_countries_total":1,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Okta","optional":false},{"name":"Salesforce","optional":false}],"status":"live","first_seen_at":"2026-11-06T00:00:00Z","employer_posted_date":"2026-11-06","last_verified_at":"2026-11-09T02:27:14Z","board_verified":true,"closed_at":null,"days_open":3,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":3},"description":"SailPoint is the leader in Identity Security. SailPoint customers represent half 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 globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.\nWe 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 these key questions. Identity security is the central control point for risk management for the enterprise.\nWe are proud of our team and the culture we have built which has led to our employees voting us “best places to work” - 15 years in a row.\nThe role:\nWe are seeking a Software Sales Executive, to sell our Identity Security Solutions to customers in theEnterprise space in Brazil.\nTo excel, the position requires an account executive:\nWho is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity. \nWho will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. \nWho 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. \nWho 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. \nWho does not operate independently, instead sells as a team. \nWho can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls. \nWho can make good decisions about who should engage and when and make people accountable for following through. \nWho 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. \nWho will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible. \nExperience with public sector clients in the South and Southeast regions.\nResponsibilities:\nExceed revenue quota goals on a quarterly and yearly basis. \nEffectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests. \nDevelop business plans, which align to your assigned territory. \nStrategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values. \nCollaborate with marketing to develop and execute marketing plans through/with partners and end users. \nPursue all leads supplied and ensure internal systems are updated. \nLead the appropriate technical resources to demonstrate SailPoint's advantages to the customer. \nFollow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities. \nOwn and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process. \nFosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors. \nUnderstand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space. \nEffectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers. \nUtilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene. \nThe path to success:\n1-month milestones:\nEstablish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential. \nSegment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list. \nMeet with old account managers to capture any history. \nMeet with partners of existing accounts to understand their position and services offered. \nWork with Marketing Manager on marketing plan. \nWork with Channel Manager on channel plan. \n2-month milestones:\nCreate a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them. \nDemonstrate Salesforce hygiene with regular, accurate activity and updates. \nMet weekly with sales management to keep Salesforce and Clari up to date. \n3-month milestones:\nComplete territory plan and present to Sales Management: \nExisting account overview and account potential \nPrioritized accounts with account potential \nClean pipeline of potential 2025 opportunities to establish gap to target \nMarketing and channel engagement plans to close the Gap to target \nCustomer references / case studies planned \nPipeline growth plan \nMeet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint. \nLead an operating cadence with virtual team \nAchieve “1st Mate” enablement badge. \n4-month milestones:\nCreate account plans for key accounts. \nCreate opportunity plans for key opportunities. \nPresent forecast for self-generated opportunity & expected time to 1st sale. \nDevelop strategies to approach Top 20 accounts - present to management. \nRelationship maps in Salesforce are completed - customers from Top 20 accounts know who you are. \nShowing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40). \nPresent SailPoint value proposition in front of manager via either: customer / prospect or internally. \n6-month milestones:\nBuilt a Pipeline of 2 to 3 times target comprising. \nExisting customer pipeline \nProgress existing pipeline \nNew Pipeline \nRefine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. \nComplete your Captains badge on HighSpot. \nEducation: \nPreferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field. \nTravel: \nBusiness travel of approximately 50 percent yearly is expected for this position. \nSailPoint 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.\nSailPoint 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.\nAlternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact  or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. 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