Software Sales Executive

SailPoint

21h • Remote

About The Position

SailPoint is a leader in Identity Security, serving half of the Fortune 500 and ASX 50. The company is recognized by analysts as a market leader and focuses on solving complex challenges related to who has access to what applications and data, positioning identity security as a central control point for enterprise risk management. SailPoint prides itself on its culture, having been voted "best places to work" for 15 consecutive years. The role is for an Enterprise Account Executive in Western Canada, responsible for selling the SailPoint Identity Security platform and adjacent solutions. The ideal candidate is a skilled communicator, proficient in understanding and presenting the value of SailPoint solutions compared to competitors like Microsoft, Okta, and Saviynt, and capable of providing a superior customer experience. This position requires the ability to lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success, acting as a quarterback to prep the team and ensure accountability. The role also involves creating territory or opportunity plans and collaborating with the leadership team to refine sales strategies.

Requirements

• Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
• Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Ability to provide a superior customer experience from the first discovery call and leverage skills in competitively positioning 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 to deliver sales wins and customer success.
• Ability to sell as a team, not independently.
• 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 believed to be 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.

Nice To Haves

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

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans, which align to your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
• Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

Benefits

• Health and wellness coverage: Medical, dental, and vision insurance
• Disability coverage: Short-term and long-term disability
• Life protection: Life insurance and Accidental Death & Dismemberment for employees, spouse, and children
• Time off benefits
• Paid Holidays
• Sick leave
• Employee Assistance Program (EAP) and Care Counselors
• SailPoint Corporate Bonus Plan or a role-specific commission
• Potential eligibility for equity participation

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees