Software Sales Executive

SailPoint is the

leader in Identity Security

.

SailPoint customers

represent

half of the Fortune 500 and h

alf of the ASX 50

. 

This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges

.

SailPoint continues to grow globally

and e

xpanding our global presence creates opportunities for top

sales

people

to become a part of our awesome culture

.  

 

 

We are

recogni

z

ed by

a

nalysts such as

Gartner

, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow

what the analysts or competitors are marketing.

Organi

z

ations

struggle to understand who has access to what applications and data

,

and

we help them answer

these

key questions. Identity security is the central control point for risk management for the

enterprise.

 

 

We are proud of our team and the culture we have built which has led to o

ur employees vot

ing

us “best places to work” – 1

5

years in a row

.

 

 

The role:

 

 

We are

seeking

a

n

Account Executive

, to sell our I

dentity Security

Solution

.

 

 

T

o excel

,

t

he position requires

an

a

ccount

e

xecutive

:

 

• W

  ho

  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 t

  he

  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 call

  s

  .

• 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

  includ

  es

  the steps you believe are

  required

  to get from discovery to

  the

  next step

  s in the sales cycle.

• Who will work closely with

  the leadership team to refine your ideas

  and

  make your

  sales

  strateg

  y

  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 e

  ngage

  with

  customers and

  business partner

  s

  to

  maintain

  a high level

  of customer service

  that aligns

  with

  SailPoint’

  s

  core values.

• Collaborate with

  m

  arketing to develop and execute marketing plans

   

  through/with

  partners and

  end users.

• Purs

  ue

  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 c

  ustomers

  an

  d 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

  a

  ccurate

  forecasting and

  S

  alesforce hygiene

  .

 

 

The path to success:

 

**1-mo

nth

mil

estones

:**

 

• Establish plan for existing customers clearly

  identifying

  opportunities for uplift over coming years and understanding account potential.

• Segment account list into

  your top 20 focused accounts &

  the Top 3 Big Bet accounts within this

  list

  .

• Meet with old account managers to capture any history.

• Meet with partners of existing accounts to understand their position and services offered.

• Work with Marketing Manager on

  m

  arketing

  p

  lan

  .

• Work with Channel Manager on

  c

  hannel

  p

  lan

  .

**2

month

milestones

:**

 

• Create a stakeholder map for key partners that are influencers in

   

  your

  Top 20

  accounts and devise

  your

  approach to connect with them.

• Demonstrate

  Salesforce

  hygiene with regular,

  accurate

  activity and

   

  updates.

• Met weekly

  with sales management to keep Salesforce

  and Clari

  up to date.

 

**3

month milestones:**

 

• Complete

  t

  erritory

  p

  la

  n and

  pre

  sent

  to

  Sales Management

  :

• Existing account overview and account potential

• Prioriti

  z

  ed accounts with account potential

• Clean

  p

  ipeline of potential 202

  5

  opportunities to

  establish

  g

  ap to target

• Marketing and

  c

  hannel engagement plans to close the Gap to target

• C

  ustomer

  references / case studies planned

• Pipeline growth plan

• M

  e

  e

  t with all existing customers and

  identif

  y

  opportunities to extend the value

  they

  are

  receiv

  ing

  from SailPoint.

• Lead

  an operating cadence with virtual team

• Achieve “1st Mate”

  enablement badge.

 

4-month milestones:

 

• Create

  a

  ccount plans for

  key

  accounts

  .

• Create

  o

  pportunity plans for

  key

  opportunities.

• Present forecast for self-generated opp

  ortunity

  & expected time to 1st

   

  sale

  .

• Develop

  strategies to approach

  Top 20

  accounts - present to

   

  m

  anagement

  .

• Relationship maps in Salesforce are completed

  customers

  from

  Top 20

  accounts know who you are

  .

• Show

  ing

  progress through sales stages for any inbound/inherited

  opportunities (sales

  cycle

  5-40)

  .

• Present SailPoint value proposition in front of

  m

  anager via either:

  customer / prospect

  or

  internally

  .

 

6-month milestones:

 

• Built a Pipeline of 2 to 3 times

  t

  arget

  comprising

  .

• Existing customer pipeline

• Progress existing pipeline

• New Pipeline

• Refine

  “

  go to market

  ”

  for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges

  ,

  etc.

• Complete your

  Captains

  b

  adge

  on

  High

  S

  pot

  .

 

 

Education:

 

Preferred but not

required

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

 

 

Travel:

 

Business travel of approximately 50 percent yearly is expected for this position.

 

 

SailPoint is an equal opportunity

employer,

and we welcome everyone to our team.  All qualified applicants will receive consideration for employment without regard to race,

color

, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

 

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-max, USD):

$109,200 - $165,360.00

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.  

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.  NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.