[Remote] Digital Sales Representative - SLED at SailPoint

Illinois, United States

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Not SpecifiedCompensation

N/AExperience Level

N/AJob Type

Not SpecifiedVisa

N/AIndustries

Requirements

Current experience in Enterprise Software Sales in an ISR-type role
Proven ability to close small deals successfully
Must reside in Austin, Chicago, California, or Washington, D.C
Bachelor’s degree strongly preferred
SLED industry experience is a plus, but not required

Responsibilities

Proactively identify and engage prospects to drive pipeline growth
Build and nurture relationships with decision-makers across target accounts
Execute strategic sales tactics to maximize revenue and customer satisfaction
Partner with field sales teams to support account penetration and cross-sell initiatives
Represent SailPoint’s value proposition with clarity, confidence, and enthusiasm
Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses
Familiarize yourself with the High-level Function Org Chart
Make use of all video collateral to augment onboarding training
Learn the SailPoint pitch
Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership
Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager
Listen in and shadow your first discovery call
Ensure access to and familiarity with all tools in your digital tech stack
Walk your manager through prospecting efforts with LinkedIn, 6Sense, Outreach, ZoomInfo
Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives
Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce
Complete Revenue Onboarding
Complete mock discovery call and refined SailPoint Pitch
Created a development plan for yourself and reviewed with your manager for alignment
Continued to have periodic meetings with your buddy
Shadowed 4 Discovery Calls
Aligned and mapped your top 4 accounts
Made your first 10 calls in Outreach
Booked your first discovery call
Created a minimum of one opportunity in Salesforce
Delivered against Core KPI’s as documented in KPI Dashboard
Achieve funnel & pipeline targets and all critical activities managed through the KPI dashboard
Closed a deal, as marked by DSR Closer, with support from AE (Account Executive)
Delivered against yearly target for funnel and pipeline
Maintained KPI results on track with targets
Closed deals independently

Skills

SailPoint

Provides identity security solutions for enterprises

About SailPoint

SailPoint provides identity security solutions that help organizations manage and protect digital identities. Its main products, including IdentityIQ, IdentityNow, and File Access Manager, assist businesses in ensuring compliance with regulations, reducing risks, and controlling access to sensitive information. These products work by giving organizations visibility into who has access to what data, allowing them to manage permissions effectively. SailPoint stands out from competitors by utilizing advanced technologies like artificial intelligence and machine learning to enhance its identity governance capabilities. The company's goal is to be a trusted partner for enterprises in navigating the complexities of identity security, ensuring that they can securely manage access to their critical information.

Austin, TexasHeadquarters

2004Year Founded

$20.7MTotal Funding

IPOCompany Stage

Cybersecurity, AI & Machine LearningIndustries

1,001-5,000Employees

Risks

Emerging identity management startups increase competition, potentially eroding market share.

Rapid technological changes may outpace SailPoint's innovation, risking solution obsolescence.

Integration challenges with acquisitions like SecZetta may disrupt services or misalign strategies.

Differentiation

SailPoint specializes in managing and securing digital identities for enterprises.

The company leverages AI and machine learning to enhance identity security solutions.

SailPoint's IdentityIQ provides visibility and control over user access.

Upsides

Growing demand for remote work security boosts SailPoint's remote access management features.

Rising adoption of AI-driven identity analytics aligns with SailPoint's AI capabilities.

Increased regulatory requirements drive demand for SailPoint's identity governance solutions.

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