Organizations struggle to understand who has access to what applications and data, and SailPoint helps them answer these key questions. Identity security is the central control point for risk management for the enterprise.
Requirements
- Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta , and Saviynt.
- Who can create a territory or opportunity plan , which includ es the steps you believe are required to get from discovery to the next step s in the sales cycle.
- Demonstrate Salesforce hygiene with regular, accurate activity and updates.
- Met weekly with sales management to keep Salesforce and Clari up to date.
- Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are .
- Show ing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40) .
- Present SailPoint value proposition in front of m anager via either: customer / prospect or internally .
Responsibilities
- Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
- Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
- Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
- Utilize all channel management and reporting tools , including a ccurate forecasting and S alesforce hygiene .
- 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.
- Strategically e ngage with customers and business partner s to maintain a high level of customer service that aligns with SailPoint' s core values.
- Follow-up with c ustomers an d partner with post-sale team to ensure consistent and ongoing coverage of account , including new sales opportunities .
Other
- We are seeking a n Software Sales Executive , to sell our I dentity Security Solution to Enterprise Accounts- $2b-$5B in revenue in the Bay Area .
- Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity .
- Who will provide a superior customer experience from t he first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
- Who can lead 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 .
- Business travel of approximately 50 percent yearly is expected for this position.
