Strategic Sales Executive at SailPoint

Paris, Île-de-France, France

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Identity Security, SaaSIndustries

Requirements

Experienced in selling to $5B+ organizations, navigating multinational accounts at C-level
Previous experience in SaaS, Cyber-security, or IAM/IGA
Skilled in negotiating high-value contracts over lengthy sales cycles
Proficient in Challenger sales methodology
Ability to engage 10-12 target customers, handling POCs, BVAs, and RFPs
Experience selling directly to end users and leveraging channel partners (e.g., GSIs like Deloitte, PwC, EY, KPMG)
Thorough understanding of prospective clients' business, industry, IT initiatives, and business drivers
Ability to develop compelling business value propositions and close business
Strong relationship-building with senior-level decision makers and key buyers in accounts and partners
Achieve 1st-month milestones: establish internal network, lead interlock meetings, weekly 1:1 with manager (TAM review), buddy meetings, understand financial terms/success measures, familiarize with acronyms/technical terms, align on strategic/team/role objectives, achieve “Bosun” enablement badge
Achieve 2nd-month milestones: sort TAM accounts by sales priority, reset/clean pipeline, set $$ amounts for “A” accounts and make introductions, develop/present/sign off territory plan, create stakeholder map for key partners and connection approaches, present pipeline growth plan, demonstrate SFDC hygiene, complete Crew Member Value Proposition Tool and discuss with manager

Responsibilities

Sell SailPoint's IGA Solution Suite (primarily SaaS) to $5B+ organizations
Use Challenger sales methodology to achieve quota with 10-12 target customers
Manage sales motion involving POCs, BVAs, and RFPs
Sell directly to end users and leverage channel partners including GSIs
Gain deep understanding of client business, industry, IT initiatives, and drivers
Identify needs SailPoint can resolve and develop compelling business value propositions
Close high-value deals
Develop and maintain trusted relationships with senior decision makers, key buyers, and partners
Establish internal networks, lead interlock meetings, and maintain weekly manager cadence with TAM reviews
Sort TAM accounts, reset/clean pipeline, set targets for “A” accounts, make introductions
Develop, present, and get sign-off on territory plan
Map stakeholders for key partners and plan connections
Present pipeline growth plans and maintain SFDC hygiene

Skills

SaaS Sales

IGA

IAM

Cybersecurity

Challenger Sales

Enterprise Sales

C-Level Selling

RFP

POC

Channel Partners

GSI

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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