Software Sales Executive

Overview

Sell SailPoint's Identity Security solutions to enterprise customers in Brazil, leading the sales cycle and a virtual team of partners, presales and customer success resources to deliver sales wins.

What you'll do

• Exceed revenue quota goals on a quarterly and yearly basis.
• Qualify opportunities in first engagements and discovery calls by analyzing prospect needs.
• Present the value of SailPoint solutions and position them competitively against Microsoft, Okta and Saviynt, including partner services.
• Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team and customer success.
• Create territory and opportunity plans that define the steps from discovery to next steps in the sales cycle.
• Develop business plans aligned to your assigned territory.
• Pursue all leads supplied and keep internal systems updated.
• Lead appropriate technical resources to demonstrate SailPoint's advantages to customers.
• Follow up with customers and partner with the post-sale team to ensure ongoing account coverage, including new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and closing.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers and competitors.
• Understand and communicate product and technology strategies of competitive and complementary organizations.
• Initiate, navigate and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers.
• Collaborate with marketing to develop and execute marketing plans with partners and end users.
• Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

What you'll need

• Experience with public sector clients in the South and Southeast regions.
• Skilled communicator in first engagements and discovery calls.
• Proficiency in presenting the value of SailPoint solutions and how they compare to Microsoft, Okta and Saviynt.
• Ability to lead a virtual team and act as quarterback, preparing the team before calls and holding people accountable.
• Ability to sell as a team rather than operate independently.

Nice to have

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

Details

• Location: Remote (Brazil).
• Business travel of approximately 50 percent yearly is expected.