Sales Executive SLED MN-WI

SailPoint; India; Remote; INR 1,09,000 - 2,03,000; Full time

Job summary

A leading identity security firm is seeking an Account Executive to drive sales in the state and local verticals. The successful candidate will exceed revenue goals, build relationships, and utilize Salesforce for effective pipeline management. A Bachelor's degree is preferred, and approximately 50% travel is expected. This position offers competitive compensation, including a bonus plan and comprehensive benefits.

Benefits

Health and wellness coverage

401(k) with matching

Flexible vacation policy

Paid parental leave

Employee Assistance Program (EAP)

Qualifications

• Proven track record of exceeding sales quotas.
• Experience in developing business plans and strategies.
• Strong understanding of customer needs and market dynamics.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address customer inquiries with tailored solutions.
• Collaborate with marketing to execute effective plans.

Skills

Sales strategy

Customer engagement

Forecasting

Salesforce management

Education

Bachelor's degree or global equivalent

Tools

Salesforce

Job description

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. 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 recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.

The role: We are seeking an Account Executive to sell our Identity Security Solution into the State and Local Verticals in Minnesota and Wisconsin.

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 complementary 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.

Path to success

1) 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 and the Top 3 Big Bet accounts; meet with old account managers and partners; work with Marketing and Channel Managers on plans.

2) 2-month milestones: Create a stakeholder map for key partners; demonstrate Salesforce hygiene with regular, accurate activity and updates; meet weekly with sales management to keep Salesforce and Clari up to date.

3) 3-month milestones: Complete territory plan and present to Sales Management; overview and prioritize accounts; clean pipeline of opportunities to establish gaps to target; engage marketing and channel plans; gather customer references/case studies; plan pipeline growth and meet with existing customers to identify expansion opportunities; lead operating cadence with virtual team; achieve “1st Mate” enablement badge.

4) 4-month milestones: Create account plans for key accounts; create opportunity plans; present forecast for self-generated opportunities and expected time to first sale; develop strategies to approach Top 20 accounts; complete relationship maps in Salesforce; show progress through sales stages; present SailPoint value proposition to management or customers.

6-month milestones: Build a pipeline of 2 to 3 times target; maintain existing and new pipelines; refine go-to-market for this segment, highlighting key messaging when competing with Microsoft and Okta, benefits of partner engagement, pricing considerations; complete Captains badge on High Spot.

Qualifications

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.

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint. As part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. We estimate the base salary for US-based employees will be in the range of $109,200 - $156,000 - $202,800. Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits overview

• Health and wellness coverage: Medical, dental, and vision insurance
• Disability coverage: Short-term and long-term disability
• Life protection: Life insurance and AD&D
• Additional life coverage options: Supplemental life insurance for employees, spouses, and children
• Flexible spending accounts for health care and dependent care
• Financial security: 401(k) with company matching
• Time off benefits: Flexible vacation policy
• Holidays: 8 paid holidays annually
• Sick leave
• Parental support: Paid parental leave
• Employee Assistance Program (EAP)
• Voluntary benefits: Legal, Critical Illness, Accident, Hospital Indemnity and Pet Insurance
• Health Savings Account (HSA) with employer contribution

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

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [e-mail] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.