Federal Sales Executive

This is a fully remote position, open to applicants in Maryland, +1 more state.

📋 Description

• Promote SailPoint’s Identity Security Solution to the Department of Defense within the Federal Government.

• Surpass quarterly and annual revenue targets.

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

• Create business strategies that are in line with the designated territory.

• Strategically engage with customers and business partners to ensure exceptional customer service.

• Work collaboratively with marketing to devise and implement marketing strategies for partners and end-users.

• Follow up on provided leads and maintain accurate records in internal systems.

• Lead technical teams in showcasing SailPoint’s benefits.

• Maintain communication with customers and collaborate with the post-sale team to guarantee continued account management and identify new sales opportunities.

• Manage the entire sales process, encompassing qualification, presentations, demonstrations, RFP submissions, negotiations, and closing deals.

• Develop a deep understanding of customers, prospects, partners, influencers, and competitors within the territory.

• Articulate competitive product and technology approaches.

• Facilitate discussions among business and technical stakeholders.

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

• Establish plans for customers, partners, marketing, channels, territories, accounts, and opportunities during onboarding phases.

• Build a sales pipeline, refine go-to-market messaging, and achieve necessary enablement objectives.

⛳️ Requirements

• Effective communicator during initial engagements and discovery calls.

• Ability to assess prospect needs and evaluate opportunities.

• Highly skilled in understanding and presenting SailPoint solutions.

• Capability to competitively position SailPoint against Microsoft, Okta, and Saviynt.

• Experience leading virtual teams consisting of partner resources, presales, partner managers, deal desk, professional services, BVA, and customer success.

• Ability to develop territory and opportunity plans.

• Competence in collaborating with leadership to refine sales strategies.

• Experience creating business plans for an assigned territory.

• Skilled in leading technical resources for product demonstrations.

• Proficient in managing the complete sales cycle, including RFP submissions, negotiations, and closing deals.

• Understanding of the dynamics among customers, prospects, partners, influencers, and competitors in the territory.

• Knowledgeable about competitive product and technology strategies.

• Ability to facilitate discussions with both business leaders and technical decision-makers.

• Proficient with channel management and reporting tools.

• Accurate forecasting and maintenance of Salesforce records.

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

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

🏝️ Benefits

• Medical, dental, and vision insurance.

• Short-term and long-term disability coverage.

• Life insurance and Accidental Death & Dismemberment (AD&D) coverage.

• Supplemental life insurance available for employees, spouses, and children.

• Flexible spending accounts for healthcare and dependent care.

• Limited purpose flexible spending account options.

• 401(k) Savings and Investment Plan with company matching contributions.

• Flexible vacation policy.

• Eight paid holidays each year.

• Sick leave benefits.

• Paid parental leave.

• Employee Assistance Program (EAP) and Care Counselors available.

• Options for legal assistance, critical illness, accident, hospital indemnity, and pet insurance.

• Health Savings Account (HSA) with employer contributions.

• Potential eligibility for a corporate bonus plan or role-specific commission.

• Potential eligibility for equity participation.