Digital Sales Representative

Who you are

• Fluency in German and English
• 2+ year of successful experience in telemarketing, preferably in technology
• Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence

What the job involves

• Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses
• Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them
• Complete Challenger Sales Training
• Make use of all video collateral to augment onboarding training
• Learn the SailPoint pitch
• Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
• Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager
• Listen in and shadow your first discovery call
• Ensure access to and familiarity with all tools in your digital tech stack
• Walk your manager through prospecting efforts with LinkedIn, 6Sense, TechTarget, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives
• Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce
• By the time you have been with SailPoint for 3 months you will have:
• Completed Challenger Sales Training & Introduction to Commercial Insights
• Completed Revenue Onboarding
• Completed mock discovery call and refined SailPoint Pitch
• Commenced the development plan process by reviewing the "Building a Plan" Guru Card
• Created a development plan for yourself and reviewed with your manager for alignment
• Continued to have periodic meetings with your buddy
• Shadowed 4 Discovery Calls
• Aligned and mapped your top 4 accounts
• Made your first 10 calls in Outreach
• Booked your first discovery call
• Created a minimum of one opportunity in Salesforce
• Delivered against Core KPI’s as documented in KPI Dashboard
• By the end of your first 6 months, along with the previous milestones you will have:
• Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard
• Closed a deal, as marked by DSR Closer, with support from AE (Account Executive)
• By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:
• Delivered against yearly target for funnel and pipeline
• Maintained KPI results on track with targets
• Closed deals independently without support of AE

Benefits

• Health and wellness coverage: Medical, dental, and vision insurance
• Disability coverage: Short-term and long-term disability
• Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
• Additional life coverage options: Supplemental life insurance for employees, spouses, and children
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
• Financial security: 4019k) Savings and Investment Plan with company matching
• Time off benefits: Flexible vacation policy
• Holidays: 8 paid holidays annually
• Sick leave
• Parental leave: Paid parental leave
• Employee Assistance Program (EAP) and Care Counselors
• Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
• Health Savings Account (HSA) with employer contribution