Federal Sales Executive

🔥 0 minutes ago

🦀 Maryland, Virginia – Remote

🦀 Maryland – Remote ⚔️ Virginia – Remote

💵 $109.2k - $165.4k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🤑 Sales

🦅 H1B Visa Sponsor

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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 to the DOW in the Federal Government • 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 to maintain high customer service • Collaborate with marketing to develop and execute partner and end-user marketing plans • Pursue supplied leads and maintain accurate internal system records • 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 new sales opportunities • Own the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Build understanding of territory customers, prospects, partners, influencers, and competitors • Communicate competitive product and technology strategies • Manage discussions across business and technical customer stakeholders • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer, partner, marketing, channel, territory, account, and opportunity plans during onboarding milestones • Build pipeline, refine go-to-market messaging, and complete required enablement milestones

🎯 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 SailPoint against Microsoft, Okta, and Saviynt • Ability to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success • Ability to create territory and opportunity plans • Ability to work with leadership to refine sales strategies • Ability to develop business plans for an assigned territory • Ability to lead technical resources for product demonstrations • Ability to manage the full sales cycle, including RFP responses, negotiations, and closing • Understanding of customers, prospects, partners, influencers, and competitors in the territory • Knowledge of competitive product and technology strategies • Ability to manage discussions with business stakeholders and technical decision-makers • Proficiency with channel management and reporting tools • Accurate forecasting and Salesforce hygiene • Approximately 50% business travel yearly • Bachelor's degree or global equivalent in an IT, business, or sales-related field is preferred but not required

🏖️ 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 • Limited purpose flexible spending account • 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