Sales Executive

Role Overview

• Sell our Identity Security Solution
• Analyze prospects needs to qualify opportunities
• 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