[Hiring] Software Sales Executive @SailPoint

Role Description

We are seeking a Software Sales Executive, to sell our Identity Security Solutions to customers in the Enterprise space in Brazil.

• Skilled communicator in first engagements and discovery calls analyzing the prospects' needs to qualify an opportunity.
• Highly proficient 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 and leverages skills in competitively positioning our solutions and a broader value proposition including partner services.
• Leads 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.
• Does not operate independently, instead sells as a team.
• Acts as the quarterback; takes initiative and prep the team on what is needed from them prior to calls.
• Makes good decisions about who should engage and when and makes people accountable for following through.
• Creates a territory or opportunity plan, which includes the steps required to get from discovery to the next steps in the sales cycle.
• Works closely with the leadership team to refine ideas and make the sales strategy as effective as possible.
• Experience with public sector clients in the South and Southeast regions.

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-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 & 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-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-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-month milestones:
  • Create account plans for key accounts.
  • Create opportunity plans for key opportunities.
  • Present forecast for self-generated opportunity & expected time to 1st sale.
  • Develop strategies to approach Top 20 accounts - present to management.
  • Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are.
  • Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40).
  • Present SailPoint value proposition in front of manager via either: customer / prospect or internally.
• 6-month milestones:
  • Built a Pipeline of 2 to 3 times target comprising:
  • Existing customer pipeline
  • Progress existing pipeline
  • New Pipeline
  • Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc.
  • Complete your Captains badge on HighSpot.

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.