Software Sales Executive

🔥 4 hours ago

🏄 California – Remote

🏄 California – Remote

💵 $111.3k - $168.6k / 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 • Analyze prospect needs during first engagements and discovery calls to qualify opportunities • Present SailPoint solutions and competitive differentiators against Microsoft, Okta, and Saviynt • Deliver a superior customer experience and position partner services • Lead virtual teams across partner resources, presales, partner management, deal desk, professional services, BVA, and customer success • Create territory and opportunity plans and refine sales strategy with leadership • Exceed quarterly and annual revenue quotas • Address customer and partner inquiries with tailored solutions • Develop and execute territory business and marketing plans with partners and end users • Pursue leads and maintain accurate systems and Salesforce records • Lead technical resources in product demonstrations • Follow up with customers and partner with post-sale teams to maintain account coverage and identify new opportunities • Own the full sales cycle from qualification through presentations, demonstrations, RFP responses, negotiations, and closing • Build deep territory knowledge across customers, prospects, partners, influencers, and competitors • Manage discussions from business stakeholders to technical decision-makers • Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene • Establish customer, account, partner, channel, marketing, pipeline, and opportunity plans during the first six months • Meet existing customers and identify opportunities to extend SailPoint value • Lead an operating cadence with the virtual team • Achieve SailPoint enablement badges on Highspot • Build pipeline of 2–3 times target and refine go-to-market messaging • Travel approximately 50% annually

🎯 Requirements

• Bachelor's degree or global equivalent in an IT, business or sales related field preferred but not required • Skilled communicator in first engagements and discovery calls • Highly proficient in understanding and presenting SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt • Ability to competitively position solutions and broader value propositions, including 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 exceed quarterly and yearly revenue quota goals • Ability to address customer and partner inquiries with accurate, tailored solutions • Ability to develop territory-aligned business plans • Ability to collaborate with marketing and partners on marketing plans • Ability to pursue leads and maintain accurate internal systems • Ability to lead technical resources in customer demonstrations • Ability to manage the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing • Understanding of customers, prospects, partners, influencers, competitors, and competitive product and technology strategies • Ability to navigate discussions with business stakeholders and technical decision-makers • Use of channel management, reporting tools, Salesforce, and Clari • Approximately 50% business travel yearly expected

🏖️ 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