Sales Executive - Mumbai

📋 Description

• • As a pivotal member of SailPoint's global expansion, you will step into the role of an Enterprise Sales Representative, driving the adoption of our industry-leading Identity Security SaaS solutions within the Indian market, specifically targeting organizations with revenues between $2 billion and $5 billion.
• • SailPoint is recognized as the undisputed leader in Identity Security for the modern enterprise, leveraging cutting-edge AI and machine learning to provide a central control point for enterprise risk management. Our innovative, multi-tenant, microservices-built SaaS IGA solution empowers organizations to understand their data, its location, and crucially, who or what has access to it, thereby accelerating digital transformation and significantly reducing risk.
• • This role is designed for a seasoned sales executive with a proven track record in navigating complex, multinational accounts, often engaging with C-level executives. Your expertise in SaaS, cybersecurity, or Identity and Access Management (IAM)/Identity Governance and Administration (IGA) will be instrumental in negotiating high-value contracts within typically lengthy sales cycles.
• • You will employ the Challenger sales methodology, focusing on approximately 30 target customers. The sales motion will involve a significant number of Proofs of Value (POVs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs), demanding a strategic and consultative approach.
• • Your go-to-market strategy will encompass direct sales to end-users and close collaboration with influential channel partners, including Global System Integrators (GSIs) such as Deloitte, PwC, EY, and KPMG. Building and maintaining strong, trusted relationships with senior-level decision-makers and key buyers within these named accounts and partner organizations will be paramount.
• • A core responsibility will be to develop a deep understanding of prospective clients' businesses, their competitive landscapes, and their IT initiatives. You will identify key business drivers and needs that SailPoint's solutions can address, crafting compelling business value propositions that ultimately lead to successful deal closures.
• • The first month will focus on establishing a strong internal network, leading interlock meetings with virtual teams and stakeholders, setting up regular 1:1s with your manager, and familiarizing yourself with SailPoint's culture, financial metrics, and technical terminology. You will also work towards achieving the "Bosun" enablement badge.
• • By the end of the second month, you will have prioritized your assigned accounts, cleaned and reset your pipeline, set financial targets for key accounts, and developed introductions to these "A" accounts. A comprehensive territory plan will be developed, presented, and approved by sales management. You will also create stakeholder maps for key partners influencing your "A" accounts and devise engagement strategies, alongside presenting a pipeline growth plan and demonstrating strong Salesforce (SFDC) hygiene.
• • The third month will see you implementing a structured operating cadence with your virtual team, developing and presenting approved strategies for approaching "A" accounts, and ensuring key customers within these accounts recognize you, supported by completed relationship maps in SFDC. Achievement of the "1st Mate" enablement badge is also a milestone.
• • By the end of the fourth month, you will have created detailed account and opportunity plans for all "A" accounts. You will present your forecast for self-generated opportunities and outline the expected path to your first sale, demonstrating progress through sales stages for inbound or inherited opportunities. The "Sailing Master" enablement badge will be earned.
• • Upon successful completion of your first six months, you will demonstrate a strong correlation between engagement and pitch rates with your "A" accounts. You will have completed the "Quarter Master" and "Captain" enablement badges, signifying a deep understanding and mastery of SailPoint's sales processes and value proposition.
• • This role requires a proactive, results-oriented individual who thrives in a dynamic, high-growth environment and is passionate about cybersecurity and identity management.