Sales Executive

We are seeking an Account Executive , to sell our Identity Security Solution.

To excel, the position requires an account executive: 

• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.

• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. 

• Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services. 

• Who can 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. 

• Who does not operate independently, instead sells as a team.

• Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls. 

• Who can make good decisions about who should engage and when and make people accountable for following through.

• Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle. 

• Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible. 

Responsibilities:

• 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. 

• Fosters 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 complimentary 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.