Strategic Sales Executive

Clutch Canada; Deutschland; Vor Ort; EUR 90.000 - 130.000; Vollzeit

Zusammenfassung

SailPoint is seeking a seasoned B2B sales professional to drive revenue and build strategic relationships across customers, partners, and influencers. You will navigate the full sales cycle, coordinate with marketing and technical teams, and deliver tailored solutions in a dynamic tech environment.

The role emphasizes quota attainment, territory mastery, and the ability to communicate complex product strategies to executives and technical stakeholders.

Qualifikationen

• 7 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries.
• Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
• Proven negotiation skills and the ability to persuade and influence decision makers and executives is required.

Aufgaben

• Exceed revenue quota goals on a monthly, quarterly, and yearly basis.
• Address each customer and partner inquiry with proper information and solution based on needs and interests.
• Develop business plans aligned to geographic and business needs.
• Engage and work with business partners where appropriate.
• Collaborate with Marketing to develop and execute marketing plans through end users and partners.
• Follow-up on all leads and ensure internal systems are updated.
• Demonstrate SailPoint’s advantages to the customer with technical resources as needed.
• Coordinate with post-sale account managers for ongoing coverage and new opportunities.
• Understand and manage all steps of the sales cycle from qualifying to closing.
• Develop deep understanding of territory, customers, prospects, partners, influencers, and competitors.
• Understand and communicate product and tech strategies of competitive and complimentary organizations in SailPoint space.
• Maintain high levels of customer and partner satisfaction in accounts.
• Maintain a total customer service attitude aligned with company Core Values.
• Coordinate sales support with Technical Sales staff.
• Create and manage conversations from CEO to Systems Administrator.
• Utilize channel management and reporting tools.

Kenntnisse

Customer Focus

Partner Focus

Territory Management

Effective Communication

Industry Knowledge

Effective Selling

Business Acumen

Financial Acumen

Ausbildung

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

Jobbeschreibung

Our sales crew tackles their goals through a variety of roles and functions including strategy, data analysis, hiring and training, forecasting, territory design, and sales process optimization. This team is a core piece of the company's success and uses their soft skills and powers of persuasion to help communicate ideas to customers and prospective clients. On this crew you will bring your skills and innovative ideas to the table, and help us create an environment that will continue to attract the most talented professionals in the sales industry.

Responsibilities

• Exceed revenue quota goals on a monthly, quarterly, and yearly basis.
• Demonstrate the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests.
• Develop business plans, which align to the assigned geographic and business needs.
• Engage and work with business partners where appropriate.
• Collaborate with Marketing to develop and execute marketing plans through/with end users and partners.
• Follow-up on all leads supplied and ensure internal systems are updated.
• Marshal and lead the appropriate technical resources to demonstrate SailPoints’ advantages to the customer.
• Follow-up with clients and work with Sailpoint post-sale account managers to ensure consistent and ongoing coverage of account including new sales opportunities.
• Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process.
• Develop and maintain a deep understanding of the territory including the customers, the prospects, the partners, the influencer's, and the competitors.
• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space.
• Maintain the highest level of customer and partner satisfaction within the accounts in your territory.
• Maintain a positive, professional 'total customer service' attitude and demonstrate the company's Core Values.
• Coordinate, plan, and schedule sales support functions with Technical Sales staff.
• Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization from their CEO to a Systems Administrator.
• Utilize all channel management and reporting tools.

Skills

• Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect.
• Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect.
• Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability.
• Effective Communication: Deliver oral and written communications that are impactful and persuasive with their intended audience.
• Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
• Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint’s sales methodology.
• Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise.
• Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success

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.

Experience Requirements

• 7 years of Business to Business sales experience, with 3 years in the Identity Management or Security Industries
• Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
• Proven negotiation skills and the ability to persuade and influence decision makers and executives is required. Effective at presenting to executive management, i.e. C-Level
• Professionalism, personal integrity, a high internal commitment to achieve success, the ability to build and maintain a vast network of professional relationships over a long period of time, strong oral and written communication skills

SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.