Sales Executive - Saudi Arabia

SailPoint; Saudi Arabia; On-site; SAR 380,000 - 650,000; Full time

Job summary

SailPoint is seeking an Enterprise Account Executive to sell our IGA Solution Suite to large organizations. You will navigate multinational accounts, engage C-level stakeholders, and negotiate high-value contracts within a lengthy sales cycle.

You will lead a cross-functional virtual team, position our SaaS/I GA offerings against competitors, and ensure superior customer experience from discovery calls through to deal closure.

Qualifications

• Experience selling SaaS security solutions to large enterprises.
• Ability to engage C-level stakeholders and negotiate high-value contracts.
• Strong communication and cross-functional collaboration skills.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Address customer and partner inquiries with tailored solutions.
• Develop business plans aligned to your territory.
• Collaborate with marketing and partners to execute plans.
• Lead technical resources to demonstrate SailPoint’s advantages.
• Own all aspects of the sales cycle from qualification to closing.
• Understand territory, customers, partners, and competitors.
• Navigate discussions across business and technical stakeholders.
• Maintain Salesforce hygiene and accurate forecasting.
• Coordinate with post-sale team for ongoing account coverage.
• Lead a cross-functional virtual team to drive sales wins.
• Create territory or opportunity plans outlining next steps.

Skills

Multinational account navigation

SaaS sales experience

Negotiation

Effective communication

Job description

The role

We are seeking an Enterprise Account Executive 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. The role requires an account executive who is a skilled communicator in first engagements and discovery calls, analyzes the prospects needs to qualify an opportunity, and can present the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. They will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services. They can 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. They do not operate independently; instead they sell as a team. They can act as the quarterback, take initiative and prep the team on what is needed from them prior to calls. They can make good decisions about who should engage and when and make people accountable for following through. They can create a territory or opportunity plan which includes the steps you believe are required to get from discovery to the next steps in the sales cycle. They will work closely with the leadership team to refine their ideas and make their sales strategy as effective as possible.

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. 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 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. 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; 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; 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. 4-month milestones: Create account plans for key accounts