We are seeking an experienced, highly motivated sales professional to manage our public Accounts territory in NSW.Why SailPoint AustraliaSailPoint has had a presence in market for 11 years and has grown to a team of 50 of the best Identity Security experts in the country with many of the team having over 4-5 years of service at SailPoint.We are the clear market leader and dominate in the major accounts market through focus on customer success and delivering great outcomes leveraging our technology.As a sales leader you will have a cross functional team of presales, digital sales, delivery, customer success, support and product management all focused on delivering ingenious solutions to meet our customer challengesThe Northern region has been growing at greater than 50% year on year and we expect that growth to continue as the Identity Security market is further recognized as core to securing the enterprise in the years to come.You will be working long with a 10-year SailPoint veteran who has deep relationships across your accounts and territory, a wealth of knowledge on how customers achieve success with SailPoint solutions and instincts to identify new opportunities based on changes in the market. His whole existence is to support and mentor you to be successful.Why SailPointWe believe enterprise security starts and ends with identities. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customer’s demand.SailPoint has received many accolades and awards over the years as one of the best places to work in the world. Mark McClain has led the company since its inception and he is dedicated to making sure we collectively deliver on our core values of Innovation, Integrity, Impact and Individual.SailPoint was acquired by Thoma Bravo for $6.9 Billion USD last year and Tech crunch stated that we have cross the $600 million ARR in the third quarter of this year and our SaaS revenues grew more than 50% in the first half of 2023. Mark McClain (CEO) has spoken about how Thoma Bravo will enable SailPoint to expand on our vision more aggressively. This represents a fantastic opportunity to deepen our relationship with existing clients and provide solutions to new clients.Success in the role over 6-12 MonthsWithin 30 days you will be getting to know your existing accounts and key partners who are supporting your accounts and the overall market. You will build relationships and start to plan with your virtual team on your approach to market. Key to this period will be to learn the “Why” SailPoint and core value propositions.Within 60 days you will be developing the activity that supports healthy pipeline growth and will be taking on full responsibility for existing sales opportunities. You will be meeting with customers and prospects and will be leading the development of customer centric value propositions in conjunction with your team and our partners.Within 90 days you will be creating and supporting a team culture for execution with a focus on innovative thinking and customer centricity. Key to this period will be understanding the different drivers and value propositions for Operations, Risk and Security teams within our customers and prospects.Once you have completed your first 90 days you will be a key part of the sales team, facilitating collaborative engagements between partners and customers to support greater revenue streams. You will own a mixture of mature customers, customers in early adoption of our technology and prospects with no or little knowledge of SailPoint. Investing in our customers and the individuals within them so that they are referenceable to support the future growth of our business will be a key metric to manage with our customer success, professional services and support teams.The WorkBe the front-line account director, building, developing and managing your territory, taking responsibility for driving new business and developing the territory.Design and implement competitive strategies based on past practice and knowledge of effective sales methodologies.Regular two way communication and review with your virtual team regarding account strategies, forecasts and methodologies to support a cohesive engagement with your clients.Establish and position SailPoint as a thought leader in your accounts, drive team collaboration to turn that thought leadership into a reality.Our partners are crucial to our success. Maintaining regular contact with all partners is crucial in better understanding your accounts and also delivering value for our customers.Align and leverage internal and external resources to resolve complex issues through collaboration between customer, partner and SailPoint.About The TeamYou will be reporting to the Sales Manager who has had great success over many years at SailPoint.You will share a digital sales rep with another account executive to assist in growing pipeline and executing on smaller opportunities.You will be supported with excellent Pre- and Post-sales support who have a huge depth of knowledge and skills.All customers are assigned a customer success manager to assist in managing the ongoing relationship with the client.The benefits of working at SailPoint areBase salary with commission incentives and generous acceleratorsFlexible working with the ability to work from home or at our Sydney officeHealth Care Incentive schemeWorking with a successful sales manager who climbed the career ladder as a successful hands on sales rep and is working closely with the team to close dealsResponsibilities:Exceed revenue quota goals on a monthly, quarterly, and yearly basis.Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests.Develop quarterly business plans, which align to the assigned geographic and business needs.Engage and work with business partners .Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.Marshal and lead the appropriate technical resources to identify and demonstrate SailPoint’s’ advantages to the customer.Follow-up with clients and work with SailPoint post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunities.Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencers, and the competitors.Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.Maintain the highest level of customer and partner satisfaction within the accounts in your territory.Maintain a positive, professional 'total customer service' attitude and demonstrate the company's Core Values.Coordinate, plan, and schedule sales support functions with Technical Sales staff.Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their CEO to a Systems Administrator.About you:Essential:5 years of Business-to-Business sales experience in SaaS or Cloud based solutions.Proven results in a quota-oriented sales environment.An ability to understand technical details which will allow you to position business solutions.Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level.Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills.Preferred:Experience in the Identity Management or Security Industries.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.
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