Sales Executive - Delhi

📋 Description

• • SailPoint is seeking a highly motivated and experienced Enterprise Sales Representative to join our dynamic team and drive the adoption of our leading Identity Security SaaS platform. As a recognized leader in Identity Governance and Administration (IGA), SailPoint empowers modern enterprises to gain control over their digital assets by understanding who and what has access to their data. This role is pivotal in expanding our market presence within India, specifically targeting organizations with revenues between $2 billion and $5 billion.
• • In this critical sales position, you will be responsible for selling SailPoint's comprehensive IGA Solution Suite, which acts as the central control point for enterprise risk management. You will leverage your expertise in SaaS, cybersecurity, or Identity and Access Management (IAM/IGA) to navigate complex sales cycles and negotiate high-value contracts with multinational corporations. Your success will be measured by your ability to achieve sales quotas and contribute to SailPoint's continued global growth.
• • You will employ the Challenger sales methodology to engage with a defined set of approximately 30 target customers. This will involve a significant number of Proofs of Value (POVs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs). Your go-to-market strategy will encompass both direct sales to end-users and close collaboration with our influential channel partners, including Global System Integrators (GSIs) like Deloitte, PwC, EY, and KPMG.
• • A key aspect of this role involves developing a deep understanding of prospective clients' businesses, their respective industries, and their strategic IT initiatives. You will identify critical business drivers and needs that SailPoint's solutions can address, crafting compelling business value propositions that resonate with senior-level decision-makers. Building and maintaining trusted relationships with key buyers and influencers within your assigned accounts and partner ecosystem is paramount.
• • The first month will focus on establishing a strong internal network, initiating interlock meetings with virtual teams and key stakeholders, and setting up regular 1:1s with your manager. You will familiarize yourself with SailPoint's financial metrics, terminology, and strategic objectives, aiming to achieve the "Bosun" enablement badge. This foundational period is designed to ensure you understand the company's culture, processes, and your role within the broader organization.
• • By the end of the second month, you will have prioritized your accounts, refined your sales pipeline, and developed a comprehensive territory plan, which will be presented and signed off by sales management. You will also create stakeholder maps for key partners influencing your "A" accounts and present a pipeline growth plan. Maintaining high standards of Salesforce (SFDC) hygiene and completing the Crew Member Value Proposition Tool will be essential.
• • The third month will see you implementing a structured operating cadence with your virtual team and developing strategic approaches for your "A" accounts, which will be presented and approved by management. You will ensure key customers are aware of your presence and have completed relationship maps in SFDC. Achieving the "1st Mate" enablement badge will mark significant progress.
• • By the end of the fourth month, you will have developed detailed account and opportunity plans for all "A" accounts. You will present your forecast for self-generated opportunities and demonstrate progress through sales stages for any inbound or inherited opportunities. Achieving the "Sailing Master" enablement badge will signify your readiness to independently manage and drive sales.
• • Upon successful completion of your first six months, you will have demonstrated a strong correlation between engagement and pitch rates with your "A" accounts. You will have completed the "Quarter Master" and "Captain" enablement badges, including a "stand and deliver" component, showcasing your mastery of SailPoint's sales process and value proposition. This role offers a unique opportunity to be part of a high-growth, award-winning company that is revolutionizing identity security.