Federal Sales Executive

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

📋 Description

• Promote SailPoint Identity Security solutions to DOW

• Surpass quarterly and annual revenue target goals

• Respond to customer and partner inquiries with precise information and customized solutions

• Create business strategies aligned with the designated territory

• Engage strategically with both customers and business partners

• Collaborate with marketing to formulate and implement partner and end-user marketing initiatives

• Pursue provided leads and maintain accurate internal records

• Guide technical resources in showcasing SailPoint’s benefits

• Follow up with clients and collaborate with the post-sale team to guarantee ongoing account management and uncover new sales opportunities

• Manage the entire sales process, including qualification, presentations, demonstrations, RFP responses, negotiations, and closing

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

• Communicate strategies regarding competitive products and technologies

• Facilitate discussions across business and technical stakeholders

• Utilize channel management and reporting tools, maintain precise forecasting, and ensure Salesforce data integrity

• Establish customer, account, territory, opportunity, marketing, and channel plans throughout milestone periods

• Identify top 20 focused accounts and top 3 Big Bet accounts

• Meet with account managers, partners, and existing clients

• Keep Salesforce and Clari activity updates accurate

• Present territory plans and forecasts to sales management

• Lead a consistent operating cadence with the virtual team

• Build a pipeline of 2 to 3 times the target

• Refine the go-to-market strategy for the specific market segment

⛳️ Requirements

• Bachelor’s degree or equivalent in IT, business, or a sales-related field preferred, but not mandatory

• Approximately 50% business travel required annually

• Effective communicator during initial engagements and discovery calls

• Proficient in understanding and presenting SailPoint solutions, comparing them with Microsoft, Okta, and Saviynt

• Capability to competitively position solutions and partner services

• Ability to lead virtual teams comprised of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success

• Ability to develop territory and opportunity plans

• Proficient in using channel management and reporting tools, including Salesforce and Clari

• Ability to achieve SailPoint enablement badges on HighSpot

🏝️ Benefits

• Medical, dental, and vision insurance

• Short-term and long-term disability coverage

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

• Supplemental life insurance for employees, spouses, and children

• Flexible spending accounts for health care and dependent care

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

• Flexible vacation policy

• 8 paid holidays annually

• Sick leave

• Paid parental leave

• Employee Assistance Program (EAP) and Care Counselors

• Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance options

• Health Savings Account (HSA) with employer contribution

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

• Potential eligibility for equity participation