Sales Executive
RemoteAustria
AustriaRemoteFull TimeMedium
Full TimeMedium
Job Summary
Drive quarterly and yearly revenue quota goals by qualifying prospects, presenting SailPoint's identity security solution against competitors like Microsoft and Okta, and leading virtual teams through the full sales cycle. Develop and execute territory business plans, manage RFP responses and negotiations, and maintain accurate Salesforce hygiene while collaborating with marketing and partners to close deals. Lead technical demonstrations, map stakeholder relationships, and refine go-to-market strategies to extend value to existing customers and generate new pipeline growth.
Required Qualifications
- Skilled communicator in first engagements and discovery calls
- Highly proficient in understanding and presenting the value of SailPoint solutions
- Ability to competitively position our solutions and a broader value proposition including partner services
- 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 the quarterback; take initiative and prep the team on what is needed from them prior to calls
- Ability to make good decisions about who should engage and when and make people accountable for following through
- Ability to create a territory or opportunity plan, which includes the steps required to get from discovery to the next steps in the sales cycle
- Ability to work closely with the leadership team to refine ideas and make sales strategy as effective as possible
- Ability to effectively address each customer's and partner's unique inquiries by providing accurate information and tailored solutions
- Ability to develop business plans which align to assigned territory
- Ability to strategically engage with customers and business partners to maintain a high level of customer service
- Ability to collaborate with marketing to develop and execute marketing plans through/with partners and end users
- Ability to pursue all leads supplied and ensure internal systems are updated
- Ability to lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer
- Ability to follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account
- Ability to own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process
- Ability to foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors
- Ability to understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space
- Ability to effectively initiate, navigate, and manage discussions across all levels of a customer's organization, from business stakeholders to technical decision-makers
- Ability to utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene
- Ability to establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential
- Ability to segment account list into top 20 focused accounts & the Top 3 Big Bet accounts within this list
- Ability to meet with old account managers to capture any 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 that are influencers in top 20 accounts and devise approach to connect with them
- 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 territory plan and present to Sales Management: Existing account overview and account potential
- Ability to present prioritized accounts with account potential
- Ability to establish clean pipeline of potential 2025 opportunities to establish gap to target
- Ability to develop Marketing and channel engagement plans to close the Gap to target
- Ability to lead an operating cadence with 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 forecast for self-generated opportunity & expected time to 1st sale
- Ability to develop strategies to approach Top 20 accounts - present to management
- Ability to complete Relationship maps in Salesforce
- Ability to present SailPoint value proposition in front of manager via either: customer / prospect or internally
- Ability to refine 'go to market' for this market segment highlighting key messaging when competing with Microsoft and Okta
- Ability to highlight benefits of working with partner
- Ability to address pricing challenges
- Ability to build a Pipeline of 2 to 3 times target comprising: Existing customer pipeline, Progress existing pipeline, New Pipeline
- Ability to complete Captains badge on HighSpot
- Business travel of approximately 50 percent yearly
- Bachelor's degree or global equivalent in an IT, business or sales related field
Desired Qualifications
- Experience with Microsoft
- Experience with Okta
- Experience with Saviynt
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