Digital Sales Representative

📋 Description

• • As a Digital Sales Representative (DSR) at SailPoint, you will be instrumental in driving revenue growth by building strong customer relationships and expertly navigating the sales process.
• • This role is pivotal in supporting our field sales organization by generating a robust pipeline of qualified opportunities and managing smaller, high-potential deals through to successful closure.
• • Your primary focus will be on engaging with prospects who interact with SailPoint’s comprehensive marketing initiatives, including dynamic digital campaigns, informative webinars, and engaging events.
• • You will conduct in-depth discovery conversations to thoroughly understand customer challenges, their overarching business objectives, and specific pain points related to identity management.
• • By employing effective probing questions, you will uncover both explicit and latent customer needs, skillfully converting these insights into actionable sales opportunities.
• • A key aspect of your role will involve close collaboration with Account Executives (AEs) to ensure alignment on account strategy and customer priorities for named accounts.
• • You will execute targeted account penetration activities, identifying additional key stakeholders within organizations, expanding engagement across existing accounts, and strategically positioning SailPoint’s cutting-edge solutions to address evolving customer requirements.
• • You will meticulously manage the sales pipeline within Salesforce (SFDC), ensuring all key sales activities, customer interactions, and opportunity signals are organized, tracked, and monitored for predictable, efficient, and effective revenue generation.
• • Maintaining accurate sales forecasts based on realistic opportunity assessments and a healthy pipeline will be crucial for your success.
• • Leveraging SailPoint’s proven discovery methodology, you will identify customer-specific challenges and pain points, ensuring that all opportunities are properly qualified and directly aligned with customer priorities.
• • Seamless collaboration with internal SailPoint stakeholders, including Account Executives, Sales Engineers, Marketing teams, and Channel Partners, is essential for driving effective sales execution.
• • You will work closely with our valued channel ecosystem to ensure opportunities progress smoothly through the sales cycle and move towards successful closure.
• • Aligning with customers on clear next steps and confirming mutual understanding of proposed solutions and commercial terms will be a regular part of your engagement.
• • You will manage the full sales cycle for Digital Sales-led opportunities, from initial qualification through to closing the deal.
• • Building and maintaining trusted advisor relationships with customers, primarily through web-based meetings, will be key to identifying their business needs and proposing appropriate SailPoint solutions that deliver tangible value.
• • Partnering effectively with channel partners will be vital to advancing deals through the sales stages and increasing overall win probability.
• • You will be responsible for preparing quotations and managing the order processing for Digital Sales opportunities.
• • Proactively pursuing and achieving or exceeding quarterly sales targets will be a core objective of this role.
• • This role offers a clear path to success with defined milestones: within the first month, you'll complete onboarding and training, learn SailPoint messaging and sales processes, meet key stakeholders, and get familiar with sales tools, beginning prospecting activities. Within three months, you'll refine your pitch, start active prospecting, book your first discovery meeting, create your first opportunity in Salesforce, and align your development plan with your manager. By six months, you'll be consistently delivering core KPIs and pipeline targets, and closing your first deal with AE support. Within twelve months, you'll achieve your yearly funnel and pipeline targets, maintain KPI performance, and be closing deals independently.
• • A Bachelor’s degree is preferred but not required; equivalent professional experience will also be considered.
• • Join the #SailPointCrew and be part of a team that values innovation, collaboration, and driving impactful results in the identity security space.