Forester Jobs

About The Position

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.
• Leverage skills in competitively positioning 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 to deliver sales wins and customer success.
• Does not operate independently, instead sells as a team.
• Act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
• Make good decisions about who should engage and when and make people accountable for following through.
• Create a territory or opportunity plan, which includes the steps believed to get from discovery to the next steps in the sales cycle.
• Work closely with the leadership team to refine ideas and make sales strategy as effective as possible.
• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
• Segment account list into top 20 focused accounts & the Top 3 Big Bet accounts within this list.
• Meet with old account managers to capture any history.
• Meet with partners of existing accounts to understand their position and services offered.
• Work with Marketing Manager on marketing plan.
• Work with Channel Manager on channel plan.
• Create a stakeholder map for key partners that are influencers in your Top 20 accounts and devise your approach to connect with them.
• Demonstrate Salesforce hygiene with regular, accurate activity and updates.
• Met weekly with sales management to keep Salesforce and Clari up to date.
• Complete territory plan and present to Sales Management.
• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint.
• Lead an operating cadence with virtual team.
• Achieve “1st Mate” enablement badge.
• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self-generated opportunity & expected time to 1st sale.
• Develop strategies to approach Top 20 accounts - present to management.
• Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are.
• Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40).
• Present SailPoint value proposition in front of manager via either: customer / prospect or internally.
• Built a Pipeline of 2 to 3 times target comprising existing customer pipeline, progress existing pipeline, and new pipeline.
• Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
• Complete your Captains badge on High Spot.

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.
• Foster 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

• Medical, dental, and vision insurance
• Short-term and long-term disability
• Life insurance and Accidental Death & Dismemberment (AD&D)
• Supplemental life insurance for employees, spouses, and children
• Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
• 401(k) Savings and Investment Plan with company matching
• Flexible vacation policy
• 8 paid holidays annually
• Sick leave
• Paid parental leave
• Employee Assistance Program (EAP) and Care Counselors
• Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
• Health Savings Account (HSA) with employer contribution
• SailPoint Corporate Bonus Plan or a role-specific commission
• Potential eligibility for equity participation