Sales Executive - Mumbai

SailPoint Technologies Holdings, Inc.; Mumbai; On-site; INR 1,800,000 - 3,000,000; Full time

Job summary

SailPoint is seeking an experienced Enterprise Sales Representative in Mumbai to sell our IGA SaaS suite to large multinational accounts. You will engage C-level buyers, leverage the Challenger sales approach, and drive long-cycle deals with POC’s and RFPs. Expect travel and close collaboration with channel partners.

Preferred candidates have a SaaS/cybersecurity IAM background and can build strategic value propositions, manage complex negotiations, and maintain trusted executive relationships.

Qualifications

• Experience selling SaaS to large enterprises and navigating multinational accounts.
• Ability to negotiate high-value contracts with C-level buyers over long sales cycles.
• Familiarity with Challenger sales methodology and building strategic business value.

Responsibilities

• Sell SailPoint IGA solution to $2–5B organizations in a SaaS model.
• Develop relationships with senior decision-makers and channel partners.
• Manage a multi-month sales cycle with POC’s, BVA’s and RFP’s.

Skills

Saas sales

Challenger methodology

C-level negotiations

Account management

Education

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

Tools

SFDC (Salesforce)

Job description

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture. We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk. Our employees voted us “best places to work” – 10 years in a row.

Enterprise Sales Representative

We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organizations. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization’s enterprise security. The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level. The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle. Using the Challenger sales methodology, quota will be achieved by engaging with approximately 30 target customers: typically, there will be a large number of POC’s, BVA’s & RFP’s as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI’s, such as Deloitte, PwC, EY, KPMG. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company.

• Established internal network & led interlock meetings with virtual teams & key stakeholders.
• Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.
• Ensure you have a buddy assigned and meet with them at least once a week.
• Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint.
• Familiarize yourself with SailPoint's language of acronyms and technical terms so you can actively participate in meetings.
• Ask your manager to share the strategic objectives of your department followed by your team's objectives and finally where your role fits in.
• Achieved “Bosun” enablement badge.

By the end of your 2nd month.

• Sorted TAM accounts into Sales priority order and reset/clean pipeline.
• Set $$ amounts next to all “A” accounts & make introductions with them.
• Territory plan developed, presented and signed off by Sales Management.
• Created a stakeholder map for key partners that are influencers in your “A” accounts and devised approaches to connect with them.
• Presented pipeline growth plan to Management.
• Demonstrated SFDC hygiene with regular, accurate activity and updates.
• Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss.

Building on the foundations, you should have achieved these milestones by the end of your 3rd month.

• Implemented an operating cadence with virtual team (meetings in place with clear purpose).
• Developed strategies to approach “A” accounts - presented to Management and approved.
• Customers from “A” accounts know who you are – relationship maps in SFDC completed.
• Achieved “1st Mate” enablement badge.

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

• Created Account plans for all ‘A’ accounts.
• Created Opportunity plans for all ‘A’ accounts.
• Presented forecast for self-generated opportunities & expected time/path to 1st sale.
• Shown progress through sales stages for any inbound/inherited opportunities (from 5-40).
• Achieved “Sailing Master” enablement badge.

On completing your first successful 6 months at SailPoint, in addition to the previous milestones, you will have:

• Achieved strong correlation between engagement rate and all ‘A’ accounts.
• Achieved strong correlation between pitch rate and all ‘A’ accounts.
• “Quarter Master” enablement badge completed.
• “Captain” enablement badge completed (including stand and deliver).

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.

Location:

This position will be based in Mumbai, India.

SailPoint is an equal opportunity employer and we welcome all qualified candidates 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.

SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise.

Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats.

The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities.

It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements.

SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986.

Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations.

SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business.

SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations.