Federal Sales Executive

🕒 August 27

🦀 Maryland, Virginia – Remote

🦀 Maryland – Remote ⚔️ Virginia – Remote

💵 $109.2k - $165.4k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 0%

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SailPoint

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2005

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

SailPoint is a leader in identity security solutions, providing an intelligent and autonomous platform designed to meet the evolving security needs of modern enterprises. Their products, including IdentityIQ and Identity Security Cloud, offer a unified and comprehensive approach to managing and securing enterprise identities. SailPoint helps organizations mitigate cyber risks, improve IT efficiency, and maintain compliance through advanced capabilities such as cloud infrastructure entitlement management, non-employee risk management, and data access security. By integrating AI and machine learning, SailPoint enables organizations to streamline identity processes, enhance security measures, and accelerate onboarding. They serve multiple industries, including education, financial services, government, and healthcare, by offering tailored identity governance and administration solutions.

📋 Description

• Sell SailPoint Identity Security solutions to the DOW • Exceed quarterly and yearly revenue quota goals • Address customer and partner inquiries with accurate information and tailored solutions • Develop business plans aligned to the assigned territory • Engage strategically with customers and business partners • Collaborate with marketing to develop and execute partner and end-user marketing plans • Pursue supplied leads and maintain accurate internal systems • Lead technical resources in demonstrating SailPoint’s advantages • Follow up with customers and partner with the post-sale team to ensure ongoing account coverage and identify new sales opportunities • Own the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Build deep understanding of territory customers, prospects, partners, influencers, and competitors • Communicate competitive product and technology strategies • Manage discussions across business and technical stakeholders • Use channel management and reporting tools, maintain accurate forecasting, and ensure Salesforce hygiene • Establish customer, account, territory, opportunity, marketing, and channel plans through milestone periods • Segment top 20 focused accounts and top 3 Big Bet accounts • Meet with account managers, partners, and existing customers • Maintain accurate Salesforce and Clari activity updates • Present territory plans and forecasts to sales management • Lead an operating cadence with the virtual team • Build pipeline of 2 to 3 times target • Refine go-to-market strategy for the market segment

🎯 Requirements

• Bachelor's degree or global equivalent in an IT, business or sales related field preferred but not required • Approximately 50 percent yearly business travel • Skilled communicator in first engagements and discovery calls • Proficiency in understanding and presenting SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt • Ability to competitively position solutions and partner services • Ability to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success • Ability to create territory and opportunity plans • Ability to use channel management and reporting tools, including Salesforce and Clari • Ability to achieve SailPoint enablement badges on HighSpot

🏖️ Benefits

• Medical, dental, and vision insurance • Short-term and long-term disability coverage • Life insurance and Accidental Death & Dismemberment (AD&D) • Supplemental life insurance for employees, spouses, and children • Flexible spending accounts for health care and dependent care • 401(k) Savings and Investment Plan with company matching • Flexible vacation policy • 8 paid holidays annually • Sick leave • Paid parental leave • Employee Assistance Program (EAP) and Care Counselors • Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options • Health Savings Account (HSA) with employer contribution • Potential eligibility for corporate bonus plan or role-specific commission • Potential eligibility for equity participation