[Remote] Software Sales Executive at SailPoint

San Jose, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Identity Security, Cybersecurity, Technology, SoftwareIndustries

Requirements

Skilled communicator in first engagements and discovery calls, analyzing prospects' needs to qualify opportunities
Highly proficient in understanding and presenting the value of SailPoint solutions and comparing them to Microsoft, Okta, and Saviynt
Provides a superior customer experience from the first discovery call, leveraging skills in competitively positioning solutions and a broader value proposition including partner services
Leads a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success
Sells as a team, not independently; acts as the quarterback, taking initiative to prep the team prior to calls
Makes good decisions about who should engage and when, and holds people accountable for follow-through
Creates a territory or opportunity plan, including steps from discovery to the next stages in the sales cycle
Works closely with the leadership team to refine ideas and make sales strategy as effective as possible
Targets Enterprise Accounts with $2B-$5B in revenue in the Bay Area

Responsibilities

Exceed revenue quota goals on a quarterly and yearly basis
Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests
Develop business plans which align to your assigned territory
Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values
Collaborate with marketing to develop and execute marketing plans through/with partners and end users
Pursue all leads supplied and ensure internal systems are updated
Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer
Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities
Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process
Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors
Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers
Utilize all channel management

Skills

Key technologies and capabilities for this role

SalesEnterprise SalesIdentity SecurityDiscovery CallsSolution SellingCompetitive PositioningTeam LeadershipPartner ManagementCustomer SuccessValue Proposition

Questions & Answers

Common questions about this position

What is the location for this Software Sales Executive role?

The role targets Enterprise Accounts in the Bay Area, specifically companies with $2B-$5B in revenue.

What salary or compensation is offered for this position?

This information is not specified in the job description.

What key skills are required for the Software Sales Executive role?

Candidates need to be skilled communicators for discovery calls, proficient in presenting SailPoint solutions against competitors like Microsoft, Okta, and Saviynt, and able to lead virtual teams while creating territory plans.

What is the company culture like at SailPoint?

SailPoint has an awesome culture that employees have voted as one of the best places to work for 15 years in a row, emphasizing teamwork over independent work.

What makes a strong candidate for this Software Sales Executive position?

A strong candidate acts as a quarterback for virtual teams, takes initiative to prep teams for calls, creates effective territory plans, and collaborates closely with leadership to exceed revenue quotas.

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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