Sales Executive

THE ROLE:

This position is responsible to sell to and support both end users and channel partners, leveraging all routes to market. This is predominantly a hunter’s role to sell into greenfield accounts and a handful of customers across assigned industries or territories.

The Account Executive will sell our market leading Identity Security solutions by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Account Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

RESPONSIBILITIES:

• Exceed revenue quota goals on a monthly, quarterly, and yearly basis.

• Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests.

• Develop business plans, which align to the assigned geographic and business needs.

• Engage and work with business partners where appropriate.

• Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.

• Follow-up on all leads supplied and ensure internal systems are updated.

• Marshal and lead the appropriate technical resources to demonstrate SailPoints’ advantages to the customer.

• Follow-up with clients and work with Sailpoint post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunities.

• Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process.

• Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencer's, and the competitors.

• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.

• Maintain the highest level of customer and partner satisfaction within the accounts in your territory.

• Maintain a positive, professional 'total customer service' attitude and demonstrate the company's Core Values.

• Coordinate, plan, and schedule sales support functions with Technical Sales staff.

• Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their C-level stakeholders to a Systems Administrator.

• Utilise all channel management and reporting tools.

• Accurate forecasting and salesforce hygiene

ABOUT YOU:

Essential

• 5 years of Business-to-Business sales experience in complex SaaS or Cloud based solutions (this is not a infrastructure sell)

• Hungry, conscientious & well presented enterprise seller who is able to read “in-between-the-lines” in nurturing & closing deals

• Ability to open doors and have meaningful net new conversations, which lead into real opportunities

• Autonomy balanced with the willingness to learn and appropriately seek help when needed

• Cares about customers’ success to ensure enduring customer relationships, which in turn, creates positive market sentiment for SailPoint

• Proven negotiation skills and the ability to persuade and influence decision makers and executives

Preferred:

• Experience in the Identity Management or Security Industries

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company.

• Established internal network & led interlock meetings with virtual

  teams & key stakeholders.

• Schedule weekly 1:1 meeting cadence with your Manager with TAM

  review agenda.

• Ensure you have a buddy assigned.

• Started Bosun training.

Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.

• Sorted TAM accounts into Sales priority order and reset/clean

  pipeline.

• Set $$ amounts next to all “A” accounts & make introductions with

  them.

• Territory plan developed, presented and signed off by Sales

  Management.

• Created a stakeholder map for key partners that are influencers in
  your “A” accounts and devised approaches to connect with them.

• Presented pipeline growth plan to Management.

• Demonstrated SFDC hygiene with regular, accurate activity and

  updates.

• Achieved “Bosun” enablement badge.

Building on the foundations, you should have achieved these milestones by the end of your 3rd month.

• Implemented an operating cadence with virtual team (meetings in

  place with clear purpose.

• Developed strategies to approach “A” accounts - presented to

  Management.

• Customers from “A” accounts know who you are – relationship maps

  in SFDC completed.

• Achieved “1st Mate” enablement badge.

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

• Created Account plans for all ‘A’ accounts.

• Created Opportunity plans for all ‘A’ accounts.

• Presented forecast for self-generated opps & expected time to 1st

  sale.

• Shown progress through sales stages for any inbound/inherited opps

  (from 5-40).

• Achieved “Sailing Master” enablement badge.

On completing your first successful 6 months at SailPoint you will have:

• Achieved strong correlation between engagement rate and all ‘A’ accounts.

• Achieved strong correlation between pitch rate and all ‘A’ accounts.

• “Quarter Master” and “Captain” enablement badges completed

  (including stand and deliver).

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.