Enterprise Sales Executive

This is a fully remote position, open to applicants in Sweden.

📋 Description

• Serve as an Account Executive to promote SailPoint’s Identity Security Solution.

• Initiate initial engagements and discovery calls, assess prospect requirements, and qualify leads.

• Showcase SailPoint solutions and strategically position them against competitors such as Microsoft, Okta, and Saviynt.

• Deliver an exceptional customer experience and articulate the comprehensive value proposition, including partner services.

• Guide virtual teams comprised of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success.

• Formulate territory and opportunity plans while collaborating with leadership to enhance sales strategies.

• Surpass quarterly and annual revenue objectives.

• Respond to inquiries from customers and partners with accurate and customized solutions.

• Create business plans aligned with the territory and engage with customers and partners.

• Work alongside marketing on initiatives for partners and end-users.

• Pursue leads and maintain updates in internal systems.

• Direct technical resources in demonstrating the advantages of SailPoint.

• Follow up with customers and coordinate with post-sale teams to ensure comprehensive account coverage and identify new sales prospects.

• Manage the complete sales cycle, encompassing qualification, presentations, demonstrations, RFP responses, negotiations, and closing deals.

• Cultivate thorough knowledge of the territory, including customers, prospects, partners, influencers, and competitors.

• Communicate strategies related to competitive products and technologies.

• Facilitate discussions with business stakeholders and technical decision-makers.

• Utilize channel management and reporting tools, including reliable forecasting and Salesforce maintenance.

• Develop customer, account, partner, marketing, and channel plans in the initial months.

• Build a sales pipeline, refine go-to-market messaging, complete account and opportunity plans, and present forecasts to management.

⛳️ Requirements

• Excellent communication skills for initial engagements and discovery calls.

• Capability to assess prospect needs and qualify opportunities effectively.

• Expertise in presenting SailPoint solutions and positioning them against Microsoft, Okta, and Saviynt.

• Capacity to lead virtual teams of both partner and internal resources.

• Ability to collaborate effectively as part of a sales team.

• Initiative to prepare teams for customer engagements and drive accountability.

• Skill in developing territory and opportunity plans.

• Proven record of exceeding quarterly and annual revenue targets.

• Experience in creating and implementing territory-aligned business plans.

• Ability to collaborate with customers, partners, marketing, technical resources, and post-sale teams.

• Experience managing the entire sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing.

• Understanding of customers, prospects, partners, influencers, and competitors within the territory.

• Knowledge of competitive product and technology strategies.

• Proficiency in engaging business stakeholders and technical decision-makers.

• Familiarity with channel management and reporting tools.

• Accurate forecasting and maintenance of Salesforce data.

• Willingness to travel for business approximately 50% of the year.

• A bachelor's degree or its global equivalent in IT, business, or a sales-related field is preferred but not mandatory.

🏝️ Benefits

• Performance-driven cash compensation program (SailPoint Corporate Bonus Plan or role-specific commission plan).

• Possible eligibility for equity participation.

• Comprehensive health benefits.

• Retirement benefits.

• Employee Assistance Program (EAP).

• Support for leave.

• Paid time off.

• Holidays paid by the company.