Sales Executive

Das ist der Job

Company Overview SailPoint is the leader in Identity Security.

Darum lohnt es sich

This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. We are proud of our team and the culture we have built which has led to our employees voting us best places to work – 15 years in a row.

Key Qualifications • Skilled communicator in first engagements and discovery calls, analyzing prospects’ 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. • Provides a superior customer experience from the first discovery call and leverages skills in competitively positioning our solutions and a broader value proposition including partner services. • 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. • Operates as part of a team rather than independently. • Acts as the quarterback, taking initiative and preparing the team on what is needed before calls. • Makes good decisions about who should engage and when, and holds people accountable for following through. • Creates a territory or opportunity plan, including the steps required to move from discovery to the next steps in the sales cycle. • Works closely with the leadership team to refine ideas and make the 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 aligned with the assigned territory. • Strategically engage with customers and business partners to maintain a high level of customer service aligned 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 appropriate technical resources to demonstrate SailPoint’s advantages to the customer. • Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing coverage of the 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 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.

Path to Success 1‑Month Milestones • Establish a plan for existing customers, clearly identifying opportunities for uplift over the coming years and understanding account potential. • Segment account list into top 20 focused accounts and the top 3 Big Bet accounts within this list. • Meet with former account managers to capture any history. • Meet with partners of existing accounts to understand their position and services offered. • Work with the Marketing Manager on a marketing plan. • Work with the Channel Manager on a channel plan. 2‑Month Milestones • Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise an approach to connect with them. • Demonstrate Salesforce hygiene with regular, accurate activity and updates. • Meet weekly with sales management to keep Salesforce and Clari up to date. 3‑Month Milestones • Complete the territory plan and present it to Sales Management. • Provide an existing account overview and account potential. • Prioritize accounts with account potential. • Clean pipeline of potential 2025 opportunities to establish gap to target. • Present marketing and channel engagement plans to close the gap to target. • Plan customer references and case studies. • Develop a pipeline growth plan. • Meet with all existing customers and identify opportunities to extend the value they derive from SailPoint. • Lead an operating cadence with the virtual team. • Achieve the “1st Mate” enablement badge. 4‑Month Milestones • Create account plans for key accounts. • Create opportunity plans for key opportunities. • Present a forecast for self‑generated opportunity and expected time to first sale. • Develop strategies to approach Top 20 accounts, presenting them to management. • Complete relationship maps in Salesforce – customers from Top 20 accounts know who you are. • Show progress through sales stages for any inbound or inherited opportunities (sales cycle 5‑40). • Present SailPoint’s value proposition to a manager via either customer, prospect, or internally. 6‑Month Milestones • Build a pipeline of 2 to 3 times target. • Include existing customer pipeline. • Progress existing pipeline. • Create a new pipeline. • Refine the “go to market” strategy for this market segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. • Complete your Captains badge on HighSpot.

Equal Opportunity Employer SailPoint is an equal opportunity employer, and we welcome everyone to our team. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.

We are recognized by analysts 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.

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

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.

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.

Alternative Application Methods Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact 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.