Sales Executive

🔥 13 minutes ago

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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’s Identity Security solution as an Account Executive • Conduct first engagements and discovery calls to analyze prospect needs and qualify opportunities • Present SailPoint solutions and competitively position them against Microsoft, Okta, and Saviynt • Provide a superior customer experience throughout the sales process • Lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success • Create territory and opportunity plans and collaborate with leadership to refine sales strategy • Exceed quarterly and yearly revenue quota goals • Address customer and partner inquiries with accurate, tailored solutions • Develop business plans aligned to the assigned territory • Engage customers and partners to maintain high customer service • Collaborate with marketing to develop and execute partner and end-user marketing plans • Pursue supplied leads and keep internal systems updated • Lead technical resources in demonstrating SailPoint’s advantages • Follow up with customers and partner with post-sale teams to ensure account coverage and new sales opportunities • Own the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Develop deep territory knowledge across customers, prospects, partners, influencers, and competitors • Communicate competitive product and technology strategies • Manage discussions with business stakeholders and technical decision-makers • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer plans, segment top 20 and top 3 Big Bet accounts, and assess account potential • Develop partner stakeholder maps and marketing and channel plans • Maintain accurate Salesforce and Clari activity and updates • Complete and present territory, account, opportunity, pipeline, forecast, and go-to-market plans • Meet existing customers to identify opportunities to extend SailPoint’s value • Lead an operating cadence with a virtual team • Build pipeline of 2 to 3 times target and refine messaging for competition, partners, and pricing challenges

🎯 Requirements

• Skilled communicator in first engagements and discovery calls • Ability to analyze prospect needs and qualify opportunities • Highly proficient in understanding and presenting SailPoint solutions • Ability to competitively position solutions against Microsoft, Okta, and Saviynt • Ability to lead virtual teams of partner and internal resources • Ability to create territory and opportunity plans • Ability to make sound decisions about stakeholder engagement and accountability • Ability to work closely with leadership on sales strategy • Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales-related field • Approximately 50% business travel yearly expected • Ability to complete SailPoint enablement badges, including the 1st Mate and Captain’s badges

🏖️ Benefits

• Performance-based cash compensation program (SailPoint Corporate Bonus Plan or role-specific commission plan) • Potential eligibility for equity participation • Health benefits • Retirement benefits • EAP (Employee Assistance Program) • Leave support • Paid time off • Company-paid holidays