Sales Executive

As the leader in Identity Security, SailPoint continues to grow globally.  Expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.   We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics. ·       Wicked Smart - Our people are the best and the brightest in our field, and are always looking to grow and learn more.·       Determined - With the right training and resources, our people drive their own projects, without micromanagement.·       Communicative - Knowing what’s going on in the company and in the industry requires two-way communication, both from our employees and from our leadership.·       Collaborative - We’re all on the same crew, and we like working both on our own and with each other, whether in the office, at community events or brainstorming over happy hour. We are seeking an experienced, highly motivated sales professional to manage our FSI sector in Taiwan region. This position is responsible to sell to end users directly and also leveraging the support of our influential channel partners. The Sales Executive will sell our marketing leading Identity Security solutions by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.The path to success:In setting the right foundations, our most successful hires achieve these things during their first month with the company.Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. These sessions should equip you with sufficient knowledge to achieve the rest of your month one milestones.  Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them.  Establish internal network & led interlock meetings with virtual teams & key stakeholders including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success & Marketing.Learn about our products, success stories and what sets us apart from our competitors.  You should be comfortable pitching the SailPoint value proposition. Map and segment existing customers & new logo opportunities within your territory.Sort accounts between A, B, C priority and reset/clean pipelineSet $$ amounts next to all “A” accounts & make introductions with themPassed “1st Mate” enablement badgeBuilding on those foundations, and demonstrating a high level of activity & application you should have achieved these milestones by the end of your first quarter.  Work with marketing and our Partner team to show the white space opportunities in your existing customers + potential new logo opportunities.Identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.You should have developed your territory plan, particularly in regard to strategies to approach “A” accounts - presented to & signed off by ManagementYou should have met key partners that are influencers in your “A” accountsCustomers from “A” accounts should know who you are.Developed an effective process/formula for client engagement calls, emails, meetings and Account planning.  Implemented an operating cadence with virtual team (meetings in place with clear purpose)Fully used Challenger during the sales cycle – exec engagement & alignment, approval process, signatory process, vacation plans, creating tension etc. Become a regular user of Sprout Social and develop a good cadence of digital messaging. Demonstrated SFDC hygiene with regular, accurate activity and updatesPassed “Sailing Master” and “Quarter Master” enablement badgesBy the end of your second quarter, in addition to the attainment and continued development of your Q1 activities, the best performing sales people will:Use Salesforce & Challenger to inform accurate forecasting.Continue to build a pipeline aiming for 3x quotaMet with all of the key decision makers within your target accounts and have developed a detailed account plan for each.Presented forecast for self-generated opps & expected time to 1st saleShown progress through sales stages for any inbound opps (from 5-40)Acquired “Captain” enablement badgeTo identify the conclusion of a successful & rewarding first year at Sailpoint you will:Continued to improve and refine all of the activities detailed against the previous quartersAchieve your sales quotaContinued to build pipeline aiming for 3x quotaSailPoint 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.