Sales Executive

📋 Description

• • SailPoint, a recognized leader in Identity Security, is seeking a dynamic and results-oriented Account Executive to join our growing global team. With a customer base that includes half of the Fortune 500 and half of the ASX 50, SailPoint empowers organizations to solve complex challenges related to understanding who has access to what applications and data, establishing identity security as the central control point for enterprise risk management.
• • As an Account Executive, you will be instrumental in driving revenue growth by selling our cutting-edge Identity Security solutions. This role demands a proactive and collaborative approach, where you will act as the primary point of contact for prospects and customers, guiding them through the entire sales cycle.
• • Your core responsibility will be to exceed ambitious revenue quota goals on a quarterly and yearly basis. This involves developing and executing strategic territory and account plans, identifying opportunities for expansion within existing accounts, and penetrating new markets.
• • You will be a skilled communicator, adept at conducting initial engagements and discovery calls to thoroughly analyze prospect needs and qualify opportunities. A deep understanding of SailPoint's value proposition, and how it stacks up against competitors like Microsoft, Okta, and Saviynt, is crucial for effectively positioning our solutions.
• • A key aspect of this role is providing a superior customer experience from the very first interaction. You will leverage your expertise to competitively position our solutions and broader value proposition, which includes the services offered by our partners.
• • This is a team-oriented role where you will not operate independently. Instead, you will act as the 'quarterback,' leading a virtual team comprising partner resources, presales engineers, partner managers, deal desk specialists, professional services consultants, and customer success managers. Your ability to coordinate these resources effectively will be vital for achieving sales wins and ensuring customer success.
• • You will take initiative in preparing your virtual team for calls, ensuring everyone is aligned on objectives and roles. Making sound decisions about who should engage and when, and holding team members accountable for follow-through, are essential leadership qualities.
• • Developing comprehensive territory and opportunity plans is a critical responsibility. These plans should outline the steps required to move prospects through the sales cycle, from initial discovery to closing the deal.
• • You will collaborate closely with the leadership team to refine your strategies and maximize their effectiveness, ensuring alignment with overall company objectives.
• • Responsibilities extend to developing business plans tailored to your assigned territory, maintaining a high level of customer service aligned with SailPoint's core values, and collaborating with marketing to execute joint go-to-market plans with partners and end-users.
• • You will diligently pursue all supplied leads, ensuring internal systems like Salesforce are kept up-to-date with accurate activity and opportunity information. Leading appropriate technical resources to effectively demonstrate SailPoint's advantages to customers is also a key duty.
• • Post-sale, you will follow up with customers and partners to ensure consistent and ongoing account coverage, identifying new sales opportunities. Owning and overseeing all aspects of the sales cycle, including presentations, demonstrations, RFP responses, negotiations, and the closing process, is paramount.
• • Fostering a deep understanding of your territory, including customers, prospects, partners, influencers, and competitors, will enable you to develop targeted strategies. You must also understand and communicate the product and technological strategies of competitive and complementary organizations in the SailPoint market space.
• • Effectively initiating, navigating, and managing discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers, is a core competency. Utilizing all channel management and reporting tools, including accurate forecasting and Salesforce hygiene, is expected.
• • The role includes specific milestones for the first six months, focusing on understanding existing customers, segmenting account lists, engaging with partners, developing marketing and channel plans, demonstrating Salesforce hygiene, creating stakeholder maps, completing territory and account plans, presenting forecasts, and building a pipeline of 2-3 times the target. You will also refine your go-to-market strategy and achieve enablement badges.
• • While a Bachelor's degree in an IT, business, or sales-related field is preferred, it is not strictly required. Business travel of approximately 50 percent yearly is expected for this position.