Sales Executive

Overview

Account Executive role selling SailPoint's Identity Security solution, responsible for quota attainment and leading a virtual team across a defined territory.

What you'll do

• 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 complementary 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.
• 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.
• 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 that includes the steps required to get from discovery to the next steps in the sales cycle.

What you'll need

• Skilled communicator in first engagements and discovery calls, analyzing prospect 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.
• Ability to provide a superior customer experience from the first discovery call and competitively position SailPoint solutions and a broader value proposition including partner services.
• Ability to make good decisions about who should engage and when, and to make people accountable for following through.
• Ability to work closely with the leadership team to refine ideas and make the sales strategy as effective as possible.

Nice to have

• Bachelor's degree or global equivalent in an IT, business or sales related field.

Details

• Location: Remote (Georgia, USA).
• Business travel of approximately 50 percent yearly is expected.
• Base salary for US-based employees estimated at $111,200 - $168,381 USD, plus eligibility for the SailPoint Corporate Bonus Plan or role-specific commission and potential equity participation.