Sr. Sales Executive SLED

As the leader in Identity Security, SailPoint continues to grow globally. And as we look to expand our global presence, we always seek talented sales-minded individuals to help support these efforts. We are US based privately held company headquartered in Austin, Texas. SailPoint is not only the leader in the cloud enterprise space. Our governance security solutions secure and enable thousands of companies worldwide. We are open to remote settings in strong geographic hubs. We are seeking an experienced, highly motivated sales professional to manage SLED accounts in ND, SD, KS, IA, MO, MN, and NE and is responsible for selling to and supporting both end users and channel partners, leveraging all routes to market. The Sales Executive will sell our market-leading Identity Management solutions by thoroughly understanding the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs that the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.
Responsibilities:• Exceed revenue quota goals on an annual basis• Demonstrate the ability to address each customer's and partner's unique inquiry while providing them with the proper information and appropriate solution based on the customer's specific needs and interests• Develop business plans which align with the assigned Agencies and mission needs.• Engage and work with business partners where appropriate• Collaborate with Leadership to develop and execute marketing plans through/with end users and partners• Follow up on all leads supplied and ensure internal systems are updated.• Marshal and lead the appropriate technical resources to demonstrate SailPoints' advantages to the customer• Follow-up with clients and work with SailPoint post-sale account managers to ensure consistent and ongoing Satisfaction of agencies spawning new sale opportunities.• Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.• Develop and maintain a deep understanding of the territory, including the customers, the prospects, the partners/ Federal System Integrators, the influencers, and the competitors• Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space• Maintain the highest level of customer and partner satisfaction within the accounts in your territory• Maintain a positive, professional 'total customer service attitude and demonstrate the company's Core Values• Coordinate, plan, and schedule sales support functions with Technical Sales staff• Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization, from their CEO to a Systems Administrator• Utilize all channel management and reporting tools
Skills:• Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting, and exceeding customer expectations, and by treating customers with dignity and respect• Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting, and exceeding partner expectations, and treating partners with dignity and respect• Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to maximize overall territory viability• Effective Communication: Deliver oral and written communications that are impactful and persuasive to their intended audience• Industry Knowledge: In-depth knowledge of a given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.• Effective Selling: Utilize a solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint's sales methodology• Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how the business operates, including the role of structure, systems, and processes; can speak in business language when applying professional expertise• Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
Education:
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:- 5 years of Business to Business sales experience, with two years in the Identity Management or Security Industry preferred- 3-5 years of experience selling to State and Local Governments and Higher Education- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
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.