Agentic Technology Specialist
RemoteAustralia
AustraliaRemoteFull TimeMedium
Full TimeMedium
Job Summary
Drive revenue growth by exceeding quarterly and yearly quota goals while developing tailored business plans for your assigned territory. Strategically engage with customers and partners to maintain high service levels, pursuing all leads and ensuring internal systems are updated. Lead technical resources to demonstrate SailPoint's advantages, managing the full sales cycle from qualification and presentations to RFP responses and closing. Navigate discussions across business and technical stakeholders, utilizing channel management tools for accurate forecasting and Salesforce hygiene. Establish clear account plans and opportunity strategies for top prospects, fostering deep understanding of the market and competitive landscape.
Required Qualifications
- Strategic Account Executive experience
- Experience selling across IT stakeholders
- Experience in Identity or cybersecurity
- Experience with agentic technologies
- Experience with data architecture or governance technologies
- Experience with IaaS
- Experience with Cloud Data Platforms
- Experience with modern Cloud technologies/architectures
- Consultative selling skills
- Ability to discover mutual alignment between business value and technology solutions
- Ability to work across various personas within IT organizations
- Skilled communicator in first engagements and discovery calls
- Ability to qualify an opportunity
- Proficiency in understanding and presenting the value of SailPoint Agentic Fabric platform
- Ability to competitively position solutions against Microsoft, Okta, and Saviynt
- Ability to lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success
- Ability to act as a quarterback and take initiative
- Ability to make good decisions about who should engage and when
- Ability to make people accountable for following through
- Ability to create a territory or opportunity plan
- Ability to initiate, navigate, and manage discussions across all levels of a customer's organization
- Experience with channel management and reporting tools
- Experience with accurate forecasting
- Experience with Salesforce hygiene
- Ability to establish a plan for existing customers identifying opportunities for uplift
- Ability to segment account lists into top focused accounts
- Ability to meet with old account managers to capture history
- Ability to meet with partners of existing accounts to understand their position and services offered
- Ability to work with Marketing Manager on marketing plan
- Ability to work with Channel Manager on channel plan
- Ability to create a stakeholder map for key partners
- Ability to demonstrate Salesforce hygiene with regular, accurate activity and updates
- Ability to meet weekly with sales management to keep Salesforce and Clari up to date
- Ability to complete a territory plan and present to Sales Management
- Ability to present an existing account overview and account potential
- Ability to present prioritized accounts with account potential
- Ability to establish a clean pipeline of potential opportunities
- Ability to develop marketing and channel engagement plans
- Ability to meet with all existing customers and identify opportunities to extend value
- Ability to lead an operating cadence with a virtual team
- Ability to achieve '1st Mate' enablement badge
- Ability to create account plans for key accounts
- Ability to create opportunity plans for key opportunities
- Ability to present a forecast for self-generated opportunity and expected time to 1st sale
- Ability to develop strategies to approach Top 20 accounts
- Ability to complete relationship maps in Salesforce
- Ability to present SailPoint value proposition in front of manager via customer/prospect or internally
- Ability to build a pipeline of 2 to 3 times target
- Ability to refine 'go to market' for this market segment highlighting key messaging when competing with Microsoft and Okta
- Ability to address pricing challenges
- Ability to benefit from working with partner
- Ability to understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
- Ability to understand and communicate all product and technological strategies employed by Microsoft, Okta, and Saviynt
- Ability to understand and communicate all product and technological strategies employed by other modern Cloud technologies/architectures
- Ability to understand and communicate all product and technological strategies employed by Identity or cybersecurity applications
- Ability to understand and communicate all product and technological strategies employed by other IT stakeholders
- Ability to understand and communicate all product and technological strategies employed by business stakeholders
- Ability to understand and communicate all product and technological strategies employed by technical decision-makers
- Ability to understand and communicate all product and technological strategies employed by business partners
- Ability to understand and communicate all product and technological strategies employed by end users
- Ability to understand and communicate all product and technological strategies employed by influencers
- Ability to understand and communicate all product and technological strategies employed by customers
- Ability to understand and communicate all product and technological strategies employed by prospects
- Ability to understand and communicate all product and technological strategies employed by partners
- Ability to understand and communicate all product and technological strategies employed by competitors
- Ability to understand and communicate all product and technological strategies employed by complimentary organizations
- Ability to understand and communicate all product and technological strategies employed by the SailPoint market space
- Ability to understand and communicate all product and technological strategies employed by the modern enterprise
- Ability to understand and communicate all product and technological strategies employed by cloud-oriented enterprise
- Ability to understand and communicate all product and technological strategies employed by digital business operations
- Ability to understand and communicate all product and technological strategies employed by complex organizations across the globe
- Ability to understand and communicate all product and technological strategies employed by security foundation
- Ability to understand and communicate all product and technological strategies employed by most pressing threats
- Ability to understand and communicate all product and technological strategies employed by artificial intelligence
- Ability to understand and communicate all product and technological strategies employed by machine learning
- Ability to understand and communicate all product and technological strategies employed by SailPoint Identity Security Platform
- Ability to understand and communicate all product and technological strategies employed by access
- Ability to understand and communicate all product and technological strategies employed by identities
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- Ability to understand and communicate all product and technological strategies employed by environmental needs
- Ability to understand and communicate all product and technological strategies employed by cloud
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- Ability to understand and communicate all product and technological strategies employed of
- Ability to understand and communicate all product and technological strategies employed digital
- Ability to understand and communicate all product and technological strategies employed business
- Ability to understand and communicate all product and technological strategies employed operations
- Ability to understand and communicate all product and technological strategies employed enabling
- Ability to understand and communicate all product and technological strategies employed even
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- Ability to understand and communicate all product and technological strategies employed well
- Ability to understand and communicate all product and technological strategies employed beyond
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- Ability to understand and communicate all product and technological strategies employed capacity
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- Ability to understand and communicate all product and technological strategies employed foundation
- Ability to understand and communicate all product and technological strategies employed of
- Ability to understand and communicate all product and technological strategies employed artificial
- Ability to understand and communicate all product and technological strategies employed intelligence
- Ability to understand and communicate all product and technological strategies employed and
- Ability to understand and communicate all product and technological strategies employed machine
- Ability to understand and communicate all product and technological strategies employed learning
- Ability to understand and communicate all product and technological strategies employed SailPoint
- Ability to understand and communicate all product and technological strategies employed Identity
- Ability to understand and communicate all product and technological strategies employed Security
- Ability to understand and communicate all product and technological strategies employed Platform
- Ability to understand and communicate all product and technological strategies employed delivers
- Ability to understand and communicate all product and technological strategies employed right
- Ability to understand and communicate all product and technological strategies employed level
- Ability to understand and communicate all product and technological strategies employed access
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- Ability to understand and communicate all product and technological strategies employed right
- Ability to understand and communicate all product and technological strategies employed identities
- Ability to understand and communicate all product and technological strategies employed and
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- Ability to understand and communicate all product and technological strategies employed at
- Ability to understand and communicate all product and technological strategies employed right
- Ability to understand and communicate all product and technological strategies employed time
- Ability to understand and communicate all product and technological strategies employed matching
- Ability to understand and communicate all product and technological strategies employed scale
- Ability to understand and communicate all product and technological strategies employed velocity
- Ability to understand and communicate all product and technological strategies employed and
- Ability to understand and communicate all product and technological strategies employed environmental
- Ability to understand and communicate all product and technological strategies employed needs
- Ability to understand and communicate all product and technological strategies employed of
- Ability to understand and communicate all product and technological strategies employed today
- Ability to understand and communicate all product and technological strategies employed cloud-oriented
- Ability to understand and communicate all product and technological strategies employed enterprise
- Ability to understand and communicate all product and technological strategies employed Our
- Ability to understand and communicate all product and technological strategies employed intelligent
- Ability to understand and communicate all product and technological strategies employed autonomous
- Ability to understand and communicate all product and technological strategies employed and
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- Ability to understand and communicate all product and technological strategies employed solutions
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