Sales Executive

Job Summary

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 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 understand benefits of working with partner, pricing challenges, etc.
• •Ability to complete Captains badge on HighSpot
• •Business travel of approximately 50 percent yearly

Desired Qualifications

• •Bachelor's degree or global equivalent in an IT, business or sales related field