Strategic Sales Executive

SailPoint Technologies Holdings, Inc.; Sweden; Remote; SEK 1,100,000 - 1,700,000; Full time

Job summary

SailPoint Technologies Holdings, Inc. is seeking an experienced Sales Executive to manage a sales region and drive revenue for Identity Management solutions. You will build trusted relationships with senior decision makers, understand client IT initiatives, and close opportunities across end users and channel partners.

Travel approximately 50 percent yearly. A background in B2B sales with a solid grasp of technology and strategic selling is essential, as is the ability to present to executives

Qualifications

• 7 years of B2B sales experience, with 3 years in Identity Management or Security industries.
• Proven results in a quota-driven sales environment and understanding of technology.
• Proven negotiation skills and ability to persuade executives.
• Effective at presenting to C-Level executives.
• Strong networking, relationship-building, and communication skills.

Responsibilities

• Exceed revenue quota goals on a monthly, quarterly, and yearly basis.
• Develop business plans aligned to geographic and business needs.
• Engage with business partners and collaborate with Marketing on plans.
• Coordinate with Technical Sales to demonstrate SailPoint advantages.
• Navigate the full sales cycle from qualification to closing.
• Understand territory, customers, prospects, partners, and competitors.
• Maintain high customer and partner satisfaction and professional conduct.

Skills

Customer Focus

Partner Focus

Territory Management

Effective Communication

Industry Knowledge

Effective Selling

Business Acumen

Financial Acumen

Education

Bachelor's degree or global equivalent

Job description

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. We are seeking an experienced, highly motivated sales professional to manage our a sales region. This position is responsible to sell to and support both end users and channel partners, leveraging all routes to market. The Sales Executive will sell our marketing leading Identity Management solutions by gaining a thorough understanding of the client's business and the industry in which they compete, the corresponding IT initiatives, identifying needs which the company can help resolve, developing compelling business value proposals for our solutions and ultimately closing business. The Sales Executive will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

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 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.

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.