Sales Executive

We are a Gartner top right high growth Identity Security SaaS organization: the only company with a multi-tenant micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations dont know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us best places to work 10 years in a row.

Enterprise Sales Representative

We are seeking an experienced Enterprise Sales Representative to sell our IGA Solution Suite to $2-$5B organizations. Primarily a SaaS offering our IGA Solution Suite sits at the heart of an organizations enterprise security. The position requires a sales executive who is experienced in navigating multinational accounts generally at C level. The successful candidate will use their previous experience in SaaS Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.

Using the Challenger sales methodology quota will be achieved by engaging with approximately 30 target customers: typically there will be a large number of POCs BVAs & RFPs as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners including the GSIs such as Deloitte PwC EY KPMG. Our Sales Executives gain a thorough understanding of prospective clients business and the industry in which they compete the corresponding IT initiatives identifying business drivers/needs which the company can help resolve developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

The path to success:

In setting the right foundations you should achieve these milestones during your 1st month with the company.

• Established internal network & led interlock meetings with virtual teams & key stakeholders.
• Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.
• Ensure you have a buddy assigned and meet with them at least once a week.
• Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint.
• Familiarize yourself with SailPoints language of acronyms and technical terms so you can actively participate in meetings.
• Ask your manager to share the strategic objectives of your department followed by your teams objectives and finally where your role fits in.
• Achieved Bosun enablement badge.

Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month.

• Sorted TAM accounts into Sales priority order and reset/clean pipeline.
• Set $$ amounts next to all A accounts & make introductions with them.
• Territory plan developed presented and signed off by Sales Management

• Created a stakeholder map for key partners that are influencers in your A accounts and devised approaches to connect with them.
• Presented pipeline growth plan to Management.
• Demonstrated SFDC hygiene with regular accurate activity and updates.
• Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss.

Building on the foundations you should have achieved these milestones by the end of your 3rd month.

• Implemented an operating cadence with virtual team (meetings in place with clear purpose)

• Developed strategies to approach A accounts - presented to Management and approved.
• Customers from A accounts know who you are relationship maps in SFDC completed.
• Achieved 1st Mate enablement badge.

By the end of your 4th month in addition to the attainment and continued development of your first 3 months activities you will have:

• Created Account plans for all A accounts.
• Created Opportunity plans for all A accounts.
• Presented forecast for self-generated opportunities & expected time/path to 1st sale.
• Shown progress through sales stages for any inbound/inherited opportunities (from 5-40).
• Achieved Sailing Master enablement badge.

On completing your first successful 6 months at SailPoint in addition to the previous milestones you will have:

• Achieved strong correlation between engagement rate and all A accounts.
• Achieved strong correlation between pitch rate and all A accounts.
• Quarter Master enablement badge completed.
• Captain enablement badge completed (including stand and deliver)

Education:

Preferred but not required: Bachelors degree or global equivalent in an IT business or sales related field.

Travel:
Business travel of approximately 50 percent yearly is expected for this position

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability or veteran status.

Required Experience:

IC