Sales Executive at SailPoint

Seoul, Seoul, South Korea

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Identity Security, Cybersecurity, SaaSIndustries

Requirements

Experienced Enterprise Sales Representative with background in selling to $2-$5B organizations
Expertise in SaaS, Cyber-security, IAM/IGA
Proven ability to navigate multinational accounts at C-level
Skilled in negotiating high-value contracts over lengthy sales cycles
Proficient in Challenger sales methodology
Capable of managing sales to approximately 30 target customers, including POCs, BVAs, and RFPs
Experience selling directly to end users and leveraging channel partners (e.g., GSIs like Deloitte, PwC, EY, KPMG)
Ability to understand prospective clients' business, industry, IT initiatives, business drivers, and develop compelling value propositions
Skilled in developing and maintaining trusted relationships with senior-level decision makers and key buyers in accounts and partners
Achieve 1st-month milestones: Establish internal network, lead interlock meetings, schedule weekly 1:1s with manager, get buddy, understand financial terms, learn acronyms/technical terms, align on objectives, earn “Bosun” enablement badge
Achieve 2nd-month milestones: Sort TAM accounts by priority, reset/clean pipeline, set $$ targets for “A” accounts, develop and present territory plan, create partner stakeholder maps, present pipeline growth plan, maintain SFDC hygiene, complete Crew Member Value Proposition Tool

Responsibilities

Sell SailPoint's IGA Solution Suite (primarily SaaS) to $2-$5B organizations
Engage with target customers using Challenger sales methodology to achieve quota
Handle sales motions involving POCs, BVAs, and RFPs
Sell directly to end users and through channel partners including GSIs
Gain thorough understanding of clients' business, industry, IT initiatives, and business needs
Identify business drivers and develop compelling business value propositions
Close high-value business deals
Develop and maintain trusted relationships with senior decision makers and key buyers in accounts and partners
Establish internal network, lead interlock meetings with virtual teams and stakeholders
Schedule and conduct weekly 1:1 meetings with manager including TAM reviews
Sort TAM accounts into sales priority order, reset/clean pipeline, set $$ amounts for “A” accounts, make introductions
Develop, present, and get sign-off on territory plan
Create stakeholder maps for key partners and devise engagement approaches
Present pipeline growth plan to management
Maintain SFDC hygiene with regular, accurate activity and updates
Complete Crew Member Value Proposition Tool and discuss with manager

Skills

Enterprise Sales

SaaS Sales

IGA

Identity Security

Cybersecurity

IAM

Challenger Sales Methodology

C-Level Selling

RFPs

POCs

BVAs

Channel Partners

GSIs

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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