Sales Executive - Saudi Arabia

Role Overview

Sales Executive – Saudi Arabia at SailPoint. This Enterprise Account Executive role sells Identity Governance and Administration (IGA) solutions to organizations with $2–$5B revenue, primarily SaaS offerings positioned at the heart of enterprise security.

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 including Gartner, Forrester, and Kuppinger Cole as the market leader. SailPoint's employees have voted the company "best places to work" for 15 years in a row. The company continues to expand globally and push itself to define the market rather than follow analysts or competitors.

Role Purpose

To drive revenue growth by selling SailPoint's IGA Solution Suite to large multinational enterprises, navigating complex sales cycles and C-level decision-makers while leading a virtual team of internal and partner resources to deliver customer success.

Key Responsibilities

Sales Performance & Revenue

• 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.

Territory & Account Strategy

• Develop business plans aligned to assigned territory.
• Establish plans for existing customers, clearly identifying uplift opportunities over coming years and understanding account potential.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Create territory or opportunity plans, which include steps required to move from discovery to the next stage in the sales cycle.
• Segment account list into top 20 focused accounts and top 3 "Big Bet" accounts.
• Create account plans for key accounts and opportunity plans for key opportunities.
• Develop strategies to approach top 20 accounts and present to management.
• Create stakeholder maps for key partners and influencers in top 20 accounts and devise approach to connect with them.

Customer Engagement & Solution Positioning

• 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.
• Initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers.
• Provide superior customer experience from the first discovery call.
• Leverage skills in competitively positioning solutions and broader value proposition including partner services.
• Demonstrate proficiency in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space.
• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
• Follow up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities.

Team Leadership & Collaboration

• 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.
• Act as the quarterback; take initiative and prepare the team on what is needed from them prior to calls.
• Make good decisions about who should engage and when and hold people accountable for following through.
• Lead an operating cadence with virtual team.
• Work closely with 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.
• Sell as a team, not independently.

Partner & Marketing Collaboration

• 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 and with partners and end users.
• 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.

Systems & Reporting

• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
• Maintain regular, accurate activity and updates in Salesforce.
• Meet weekly with sales management to keep Salesforce and Clari up to date.
• Complete relationship maps in Salesforce; ensure customers from top 20 accounts know who you are.
• Present forecast for self-generated opportunity and expected time to first sale.

Qualifications & Experience

• Experience navigating multinational accounts, generally at C-level.
• Previous experience in SaaS, Cyber-security, or IAM/IGA.
• Skilled communicator in first engagements and discovery calls.
• Ability to analyze prospect needs and qualify opportunities.
• Preferred but not required: Bachelor's degree or global equivalent in IT, business, or sales-related field.

Skills & Competencies

• Skilled communicator capable of first engagements and discovery calls.
• Competitively positioning solutions and value propositions.
• Navigating and closing high-value, complex contracts across lengthy sales cycles.
• Leading virtual teams and cross-functional resources.
• Strategic account planning and territory development.
• Understanding and presenting IGA/Identity Security solutions.
• Comparative knowledge of competitive solutions including Microsoft, Okta, and Saviynt.
• Salesforce proficiency and CRM hygiene.
• HighSpot and Clari utilization.

Additional Information

• Business travel of approximately 50 percent yearly is expected.
• SailPoint is an equal opportunity employer and welcomes all qualified candidates to apply 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 the website because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.