Sales Executive

Role Overview

Sales Executive at SailPoint, a leader in Identity Security. The role is based in an unspecified location and involves selling SailPoint's Identity Security Solution to enterprise customers.

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 leader in the market. SailPoint employees have voted the company "best places to work" for 15 years in a row. The company helps organizations understand who has access to what applications and data, positioning identity security as the central control point for risk management for the enterprise.

Role Purpose

To exceed revenue quota goals by selling SailPoint's Identity Security Solution to enterprise customers, building and managing a pipeline of opportunities, leading cross-functional virtual teams, and delivering consistent customer success while competing effectively against Microsoft, Okta, and Saviynt.

Key Responsibilities

Sales Leadership & Pipeline Development

• 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.
• Develop business plans aligned to assigned territory.
• Create a territory or opportunity plan that includes the steps required to progress from discovery to the next steps in the sales cycle.
• Pursue all leads supplied and ensure internal systems are updated.
• Establish plans for existing customers, clearly identifying opportunities for uplift over coming years and understanding account potential.

Customer & Partner Engagement

• Provide superior customer experience from the first discovery call.
• Effectively address each customer's and partner's unique inquiries by providing accurate information and tailored solutions aligned with their specific needs and interests.
• Strategically engage with customers and business partners to maintain high-level customer service aligned with SailPoint's core values.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers.
• Follow up with customers and partner with the post-sale team to ensure consistent and ongoing coverage of accounts, including new sales opportunities.
• Meet with existing customers to identify opportunities to extend the value they receive from SailPoint.

Competitive Positioning & Market Understanding

• Demonstrate high proficiency in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Leverage skills in competitively positioning solutions and a 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 segments, 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, BVA team, and customer success to deliver sales wins and customer success.
• Sell as a team rather than independently.
• Act as the quarterback by taking initiative and prepping the team on what is needed prior to calls.
• Make good decisions about who should engage and when, and hold people accountable for following through.
• Work closely with leadership team to refine ideas and make sales strategy as effective as possible.
• Lead an operating cadence with virtual team.

Planning & Systems Management

• 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.
• Collaborate with marketing to develop and execute marketing plans through and with partners and end users.
• Work with Marketing Manager and Channel Manager on respective plans.

Discovery & Qualification

• Demonstrate skilled communication in first engagements and discovery calls by analyzing prospect needs to qualify opportunities.
• Lead appropriate technical resources to demonstrate SailPoint's advantages to customers.

Qualifications & Experience

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

Skills & Competencies

• Skilled communicator in first engagements and discovery calls.
• Highly proficient in understanding and presenting solution value.
• Competitively positioning solutions and value propositions.
• Virtual team leadership and collaboration.
• Strategic planning and territory management.
• Account and opportunity planning.
• Salesforce and Clari proficiency.
• RFP response and negotiation capability.

Additional Information

• Business travel of approximately 50 percent yearly is expected.
• SailPoint is an equal opportunity employer and welcomes all qualified candidates regardless of 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 are available for individuals unable to submit an application online due to disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726 to discuss reasonable accommodations.