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 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.
- Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
- Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.
- Demonstrate Salesforce hygiene with regular, accurate activity and updates.
- Present SailPoint value proposition in front of manager via either: customer / prospect or internally.
- Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
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.
- 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 and reporting tools, including accurate forecasting and Salesforce hygiene.
- Exceed revenue quota goals on a quarterly and yearly basis.
- Develop business plans, which align to your assigned territory.
Other
- 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 the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
- Who does not operate independently, instead sells as a team.
- Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
- Who can make good decisions about who should engage and when and make people accountable for following through.
