Software Sales Executive

Clutch Canada; Argentina; Presencial; ARS 89.306.977 - 223.267.444; Jornada completa

Descripción de la vacante

SailPoint is seeking a Software Sales Executive to sell Identity Security Solutions to Enterprise and Strategic accounts in Argentina. You will own the full sales cycle, from qualification through closing, engaging with business stakeholders and technical decision-makers alike.

Responsibilities include exceeding revenue quotas, developing territory plans, and collaborating with marketing and partners to drive opportunities. Expect significant travel and a fast-paced, metrics-driven environment.

Formación

• Exceed revenue quota goals and drive enterprise sales to closure.
• Develop territory plans aligned to account potential and market strategy.
• Lead cross-functional resources for demonstrations and RFP responses.

Responsabilidades

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address customer and partner inquiries with tailored solutions.
• Develop business plans aligned to territory.
• Engage with customers and partners to uphold SailPoint values.
• Collaborate with marketing to execute plans through partners and end users.
• Pursue leads and maintain Salesforce hygiene.
• Lead technical resources to demonstrate SailPoint advantages.
• Follow-up with customers and partner with post-sale teams.
• Own all aspects of the sales cycle from qualification to closing.
• Understand territory, customers, partners, and competitors.

Conocimientos

Sales

Account management

Negotiation

Strategic selling

Forecasting

Salesforce

Educación

Bachelor's degree or global equivalent in IT/business or sales

Herramientas

Salesforce

Clari

Highspot

Descripción del empleo

The role:

We are seeking a Software Sales Executive, to sell our Identity Security Solutions, including our Agentic and NHI Solutions, to Enterprise and Strategic accounts in Argentina.

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.

The path to success:

1-month milestones:

• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
• Segment account list into your 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.

2-month milestones:

• 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.

3-month milestones:

• Complete territory plan and present to Sales Management: Existing account overview and account potential; Prioritized accounts with account potential; Clean pipeline of potential 2025 opportunities to establish gap to target; Marketing and channel engagement plans to close the Gap to target; Customer references/case studies planned; Pipeline growth plan; 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.

4-month milestones:

• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self-generated opportunity & expected time to 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.
• Showing 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.

6-month milestones:

• Built a Pipeline of 2 to 3 times target comprising existing customer pipeline and progress existing pipeline.
• 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.
• Complete your Captains badge on High Spot.

Education:

Preferred but not required: Bachelor\'s degree or global equivalent in an IT, business or sales related field.

Travel: Business travel of approximately 50 percent yearly is expected for this position.