Sales Executive
- Sailpoint Technologies
- 1 - 4 years
- Pune
- 4 months ago
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Job Description
We are seeking a n Account Executive , to sell our I dentity Security Solution .
T o excel , t he position requires an a ccount e xecutive :
- W ho is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity .
- Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta , and Saviynt.
- Who will provide a superior customer experience from t he first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
- Who 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 .
- Who does not operate independently, instead sells as a team.
- Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to call s .
- Who can make good decisions about who should engage and when and make people accountable for following through .
- Who can create a territory or opportunity plan , which includ es the steps you believe are required to get from discovery to the next step s in the sales cycle.
- Who will work closely with the leadership team to refine your ideas and make your sales strateg y 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 e ngage with customers and business partner s to maintain a high level of customer service that aligns with SailPoint s core values.
- Collaborate with m arketing to develop and execute marketing plans
through/with partners and end users.
- Purs ue all leads supplied and ensure internal systems are updated.
- Lead the appropriate technical resources to demonstrate SailPoints advantages to the customer.
- Follow-up with c ustomers an d 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 a ccurate forecasting and S alesforce hygiene .
The path to success:
1-mo nth mil estones :
- 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 m arketing p lan .
- Work with Channel Manager on c hannel p lan .
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.
- Met weekly with sales management to keep Salesforce and Clari up to date.
3 - month milestones:
- Complete t erritory p la n and pre sent to Sales Management :
- Existing account overview and account potential
- Prioriti z ed accounts with account potential
- Clean p ipeline of potential 202 5 opportunities to establish g ap to target
- Marketing and c hannel engagement plans to close the Gap to target
- C ustomer references / case studies planned
- Pipeline growth plan
- M e e t with all existing customers and identif y opportunities to extend the value they are receiv ing from SailPoint.
- Lead an operating cadence with virtual team
- Achieve 1st Mate enablement badge.
4-month milestones:
- Create a ccount plans for key accounts .
- Create o pportunity plans for key opportunities.
- Present forecast for self-generated opp ortunity & expected time to 1st
sale .
- Develop strategies to approach Top 20 accounts - present to
m anagement .
- Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are .
- Show ing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40) .
- Present SailPoint value proposition in front of m anager via either: customer / prospect or internally .
6-month milestones:
- Built a Pipeline of 2 to 3 times t arget 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 b adge on High S pot .
Education:
Preferred but not required : Bachelors degree or global equivalent in an IT, business or sales related field.
Preferred but not required : Bachelors degree or global equivalent in an IT, business or sales related field.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Retail & B2C SalesRole: Direct Sales ExecutiveEmployement Type: Full timeContact Details:
Company: Sailpoint TechnologiesLocation(s): Pune+ View Contact
Keyskills: Sales sailpoint LAN Customer service Risk management microsoft RFP Forecasting Sales management Salesforce
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