Sales Executive SLED MN-WI

SailPoint; United States; Remote; USD 70,000 - 110,000; Full time

Job summary

An established industry player is seeking a dynamic Account Executive to drive sales of their cutting-edge Identity Security Solutions in the State and Local sectors of Minnesota and Wisconsin. This role demands a skilled communicator who excels in understanding customer needs and delivering tailored solutions. With a focus on teamwork and strategic engagement, you will lead a virtual team to achieve sales success and customer satisfaction. If you're passionate about making an impact in a collaborative environment and have a proven track record in sales, this opportunity is perfect for you. Join a company recognized for its exceptional culture and commitment to innovation.

Qualifications

• 4+ years of experience selling into State and Local Government.
• Proficient in presenting complex solutions and value propositions.

Responsibilities

• Exceed quarterly and annual revenue quotas.
• Develop strategic business plans for territory.
• Lead technical demonstrations and follow-up post-sale.

Skills

Sales Experience

Communication Skills

Customer Engagement

Strategic Planning

Team Collaboration

Competitive Positioning

Education

Bachelor's Degree in IT or Business

Tools

Salesforce

Channel Management Tools

Job description

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, expanding our presence and creating opportunities for top salespeople to become part of our culture.

We are recognized by analysts such as Gartner, Forester, and Kuppinger Cole as the leader in the market. We aim to define the market rather than follow it, helping organizations understand who has access to what applications and data. Identity security is the central control point for enterprise risk management.

We are proud of our team and culture, which has earned us the title of “best places to work” for 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.

To excel, the position requires an account executive who:

• Is a skilled communicator in initial engagements and discovery calls, analyzing prospects' needs to qualify opportunities.
• Has proficiency in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call, leveraging skills in competitive positioning and broader value propositions including partner services.
• Can lead a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success to achieve sales wins and customer success.
• Sells as part of a team, not independently.
• Acts as a quarterback, taking initiative and preparing the team for calls.
• Makes good decisions about engagement timing and accountability.
• Creates territory or opportunity plans outlining steps from discovery to the next sales cycle stages.
• Works closely with leadership to refine sales strategies.
• Has a minimum of 4 years experience selling into SLED in Minnesota and/or Wisconsin.

Responsibilities:

• Exceed revenue quotas quarterly and annually.
• Address customer and partner inquiries with tailored solutions.
• Develop business plans for your territory.
• Engage strategically with customers and partners, maintaining high service levels.
• Collaborate with marketing to develop and execute plans.
• Follow up on leads and update internal systems.
• Lead technical demonstrations of SailPoint's advantages.
• Follow-up post-sale to ensure ongoing coverage and identify new opportunities.
• Own all aspects of the sales cycle.
• Deeply understand your territory's customers, prospects, partners, and competitors.
• Communicate product and strategic positioning effectively across all organizational levels.
• Utilize channel management and reporting tools for accurate forecasting and Salesforce hygiene.

The path to success:

Milestones are set for 1, 2, 3, 4, and 6 months, focusing on account planning, stakeholder mapping, pipeline development, and strategic engagement, culminating in a robust sales pipeline and effective market approach.

Education:

Bachelor's degree or equivalent in IT, business, or sales-related field preferred but not required.

Travel:

Approximately 50% business travel expected annually.

SailPoint is an equal opportunity employer, welcoming all qualified applicants regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.