Job Description

Position Overview

• Location Type: Remote
• Employment Type: Full Time
• Salary: Not specified
• Company: SailPoint

SailPoint is a leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. They are recognized by analysts like Gartner, Forester, and Kuppinger Cole as the market leader and are expanding globally. SailPoint’s culture has been recognized as one of the “best places to work” for 15 consecutive years. The company helps organizations understand who has access to what applications and data.

Role: Enterprise Software Sales Executive

We are seeking an Enterprise Software Sales Executive to sell SailPoint’s Identity Security Solution to customers in the $2B to $5B revenue or 3500 licenses to 15k licenses space in the Southwest (Southern California/Arizona).

Requirements

• Skilled communicator in first engagements and discovery calls.
• Ability to analyze prospect needs and qualify opportunities.
• Proficiency in understanding and presenting the value of SailPoint solutions and comparing them to competitors (Microsoft, Okta, Saviynt).
• Ability to provide a superior customer experience.
• Experience leveraging partner services and a broader value proposition.
• Ability to lead a virtual team including partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success.
• Ability to act as a quarterback, taking initiative and prepping the team.
• Ability to make decisions about engagement and hold others accountable.
• Ability to create territory/opportunity plans.
• Ability to work closely with leadership to refine sales strategy.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address customer and partner inquiries with accurate information and tailored solutions.
• Develop business plans aligned with assigned territory.
• Maintain a high level of customer service aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
• Pursue all leads and update internal systems.
• Lead technical resources to demonstrate SailPoint’s advantages.
• Follow up with customers and partner teams to ensure ongoing account coverage.
• Own and oversee all aspects of the sales cycle (qualifying, presentations, demos, RFP responses, negotiations, closing).
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and technological strategies of competitive and complementary organizations.
• Initiate, navigate, and manage discussions across all levels of a customer.