Present the value of SailPoint solutions and compared to competitors
Provide superior customer experience and leverage positions for success
Lead virtual teams to achieve sales wins and customer satisfaction
Develop territory or opportunity plans and engage with customers
Collaborate with marketing to execute plans through partners and end users
Manage sales cycle aspects, including qualifying, presentations, and negotiations
Requirements
Skilled communicator in first engagements and discovery calls analyzing the prospect's needs to qualify an opportunity
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
Provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services
Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success
Does not operate independently, instead sells as a team
Can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls
Create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle
Work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible
Exceed revenue quota goals on a quarterly and yearly basis
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests
Develop business plans, which align to your assigned territory
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values
Collaborate with marketing to develop and execute marketing plans through/with partners and end users
Pursue all leads supplied and ensure internal systems are updated
Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer
Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers
Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene
Benefits
Health and wellness coverage: Medical, dental, and vision insurance
Disability coverage: Short-term and long-term disability
Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
Additional life coverage options: Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
Financial security: 401(k) Savings and Investment Plan with company matching
Time off benefits: Flexible vacation policy
Holidays: 8 paid holidays annually
Sick leave
Parental support: Paid parental leave
Employee Assistance Program (EAP) and Care Counselors
Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution