Sales Executive

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.
We are a Gartner top right, high growth Identity Security SaaS organisation: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organisations don't 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 organisations. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organisations 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 30-40 target customers: typically there will be a large number of POC's, BVA's & RFP's 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 GSI's, such as Deloitte, PwC, EY, KPMG. Our Sales Executives gain a thorough understanding of prospective client's 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, our most successful hires achieve these things during their first month with the company.

• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. These sessions should equip you with sufficient knowledge to achieve the rest of your month one milestones.
• Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them.
• Establish internal network & led interlock meetings with virtual teams & key stakeholders including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success & Marketing.
• Learn about our products, success stories and what sets us apart from our competitors. You should be comfortable pitching the SailPoint value proposition.
• Map and segment existing customers & new logo opportunities within your territory.
• Sort accounts between A, B, C priority and reset/clean pipeline
• Set $$ amounts next to all "A" accounts & make introductions with them
• Passed "1st Mate" enablement badge

Building on those foundations, and demonstrating a high level of activity & application you should have achieved these milestones by the end of your first quarter.

• Work with marketing and our Partner team to show the white space opportunities in your existing customers + potential new logo opportunities.
• Identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• You should have developed your territory plan, particularly in regard to strategies to approach "A" accounts - presented to & signed off by Management
• You should have met key partners that are influencers in your "A" accounts
• Customers from "A" accounts should know who you are.
• Developed an effective process/formula for client engagement calls, emails, meetings and Account planning.
• Implemented an operating cadence with virtual team (meetings in place with clear purpose)
• Fully used Challenger during the sales cycle - exec engagement & alignment, approval process, signatory process, vacation plans, creating tension etc.
• Become a regular user of Sprout Social and develop a good cadence of digital messaging.
• Demonstrated SFDC hygiene with regular, accurate activity and updates
• Passed "Sailing Master" and "Quarter Master" enablement badges

By the end of your second quarter, in addition to the attainment and continued development of your Q1 activities, the best performing sales people will:

• Use Salesforce & Challenger to inform accurate forecasting.
• Continue to build a pipeline aiming for 3x quota
• Met with all of the key decision makers within your target accounts and have developed a detailed account plan for each.
• Presented forecast for self-generated opps & expected time to 1st sale
• Shown progress through sales stages for any inbound opps (from 5-40)
• Acquired "Captain" enablement badge

To identify the conclusion of a successful & rewarding first year at SailPoint you will:

• Continued to improve and refine all of the activities detailed against the previous quarters
• Achieve your sales quota
• Continued to build pipeline aiming for 3x quota

Education:
Preferred but not required: Bachelor's 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.
Experience Requirements:- 7 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations- Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level- Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills
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.