Sales Executive SLED

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 incredible culture.
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 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.
State & Local Government and Higher Ed (SLED) Sales Representative
We are seeking an experienced SLED Sales Representative to sell our Identity Security Solutions to State & Local Government and Higher Education entities. Primarily a SaaS offering, our solutions sit at the heart of an organization's enterprise security. The position requires a sales executive who is experienced in navigating complex accounts, generally at the C level. The successful candidate will use their previous experience in SaaS, Cybersecurity, or IAM/IGA to negotiate high-value contracts across what is generally a lengthy sales cycle.
Using the Challenger sales methodology, the quota will be achieved by engaging with approximately 30 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 while leveraging the support of our influential channel partners, including the GSI's, such as Deloitte, PwC, EY, and 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 that the company can help resolve, developing compelling business value propositions for our solutions, and ultimately closing business. They will also build 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 & lead interlock meetings with virtual teams & key stakeholders, including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success and 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• Pass "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 Identity 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 Social tools 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 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
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.