Sales Executive - Aviation

Role Overview

Sales Executive - Aviation at SailPoint, a leader in Identity Security. This role is based in a location to be confirmed with SailPoint's global organization.

Company Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. The company is recognized by analysts such as Gartner, Forrester, and Kuppinger Cole as the market leader. SailPoint has been voted "best places to work" by employees for 15 years in a row. The company continues to expand its global presence and push the market forward rather than follow competitors or analysts.

Role Purpose

To sell SailPoint's Identity Security Solution to enterprise customers by leading a virtual team of partners, presales, partner managers, deal desk, professional services, and customer success teams. The Account Executive will operate as a quarterback for complex sales cycles, qualifying opportunities through discovery calls, competitively positioning solutions against Microsoft, Okta, and Saviynt, and delivering customer success from first engagement through closing and beyond.

Key Responsibilities

Sales Leadership & Pipeline Management

• Exceed revenue quota goals on a quarterly and yearly basis.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Pursue all leads supplied and ensure internal systems are updated.
• Create territory and opportunity plans that outline steps required from discovery through the next sales cycle stages.
• Develop business plans that align to assigned territory.
• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self-generated opportunities and expected time to first sale.
• Develop strategies to approach top priority accounts and present to management.
• Build a pipeline of two to three times target comprising existing customer pipeline, progress on existing pipeline, and new pipeline.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Discovery & Qualification

• Demonstrate skilled communication in first engagements and discovery calls to analyze prospect needs and qualify opportunities.
• 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.
• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
• Establish plans for existing customers clearly identifying opportunities for uplift over coming years and understand account potential.

Competitive Positioning & Value Proposition

• Demonstrate high proficiency in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provide a superior customer experience from the first discovery call and leverage skills in competitively positioning solutions and broader value proposition including partner services.
• Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space.
• Refine "go to market" strategy for market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges, and other relevant factors.

Team Leadership & Collaboration

• Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, business value acceleration team, and customer success to deliver sales wins and customer success.
• Sell as a team rather than independently.
• Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
• Make good decisions about who should engage and when and make people accountable for following through.
• Lead an operating cadence with virtual team.
• Work closely with the leadership team to refine ideas and make sales strategy as effective as possible.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.

Stakeholder Engagement & Relationship Management

• Effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Segment account list into top 20 focused accounts and identify top 3 big bet accounts within this list.
• Create stakeholder maps for key partners that are influencers in top 20 accounts and devise approach to connect with them.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint's core values.
• Complete relationship maps in Salesforce for top 20 accounts ensuring customers know who you are.

Partner & Marketing Collaboration

• Collaborate with marketing to develop and execute marketing plans through and with partners and end users.
• Work with Marketing Manager on marketing plan.
• Work with Channel Manager on channel plan.
• Meet with partners of existing accounts to understand their position and services offered.

Post-Sale Engagement

• Follow up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including identification of new sales opportunities.

Reporting & Systems Management

• Demonstrate Salesforce hygiene with regular, accurate activity and updates.
• Meet weekly with sales management to keep Salesforce and Clari up to date.
• Show progress through sales stages for any inbound or inherited opportunities.

Qualifications & Experience

• Bachelor's degree or global equivalent in IT, business, or sales-related field (preferred but not required).

Skills & Competencies

• Skilled communication in first engagements and discovery calls.
• High proficiency in understanding and presenting identity security solutions.
• Ability to competitively position solutions against Microsoft, Okta, and Saviynt.
• Virtual team leadership and coordination across multiple stakeholder functions.
• Sales cycle management including qualifying, presenting, demonstrating, RFP responses, negotiating, and closing.
• Strategic account and territory planning.
• CRM proficiency including Salesforce and Clari.
• Channel management and reporting tools expertise.
• Forecasting accuracy.
• Stakeholder management across all organizational levels.

Additional Information

• Business travel of approximately 50 percent yearly is expected for this position.
• Equal opportunity employer. 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.
• Alternative methods of applying for employment are available to individuals unable to submit an application through the website because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Drive, Suite 100, Austin, TX 78726 to discuss reasonable accommodations.