Sales Executive

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise.  SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.  We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform.  Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.Our employees voted us “best places to work” – 10 years in a row.Enterprise Sales Representative We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organizations.  Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization’s enterprise security.  The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level.  The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.Using the Challenger sales methodology, quota will be achieved by engaging with approximately 87 target customers: typically, there will be a large number of POC’s, BVA’s & RFP’s as a part of the sales motion.  Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI’s, such as Deloitte, PwC, EY, KPMG. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They 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 1st month with the company.Established internal network & led interlock meetings with virtual teams & key stakeholders to establish a working cadence & management system.Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda being followed & discussed.Ensure you have a buddy assigned and are leveraging them to assimilate quickly.Completed all Sales methodology training (and other assigned mandatory training)Learn about our vision, the value of our offerings, success stories and what differentiates us.  Comfortable pitching the SailPoint value proposition.Passed “1st Mate” enablement badge.Sorted TAM accounts into Sales priority order (A,B,C) and reset/cleaned pipeline.Set $$ amounts next to all “A” accounts based on research & made introductions with all of them.Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.  Worked with Marketing and our Partner team to show the white space opportunities in your existing customers + potential new logo opportunities.Territory plan and path to target developed, presented, and signed off by Sales Management.Created a stakeholder map for key partners that are influencers in your “A” accounts and connected with them.Pipeline growth plan presented and signed off by Management.Demonstrated SFDC hygiene with regular, accurate activity and updates.Developed an effective process/formula for client engagement and account management.Passed “Sailing Master” enablement badge.Building on the foundations and demonstrating a high level of activity & application, you should have achieved these milestones by the end of your 3rd month.  Detailed & researched account plans for all ‘A’ accounts created and developed in SFDC - reviewed by Management.Running an efficient and effective operating cadence with virtual team (each person knows how they contribute & expectations)Developed strategies to develop/build opportunity and close “A” accounts - presented to Management.Customers from “A” accounts know who you are & are engaging – relationship maps in SFDC completed.Passed “Quarter Master” enablement badge.By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, the best performing sales people will have:Detailed & researched opportunity plans for all ‘A’ accounts created and developed in SFDC - reviewed by Management.Presented forecast for self-generated opps & set expected target for 1st sale.Demonstrated progress through sales stages to move 'A' account opportunities forward and ensure they are being worked (from 5-40) Captain’s badge completed and signed off (including stand and deliver)On completing your first successful 6 months at SailPoint you will have:Achieved strong correlation between engagement rate and all ‘A’ accounts.Achieved strong correlation between pitch rate and all ‘A’ accounts.Has presented line of sight to 1st close/already closed.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.