Sales Executive

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

📋 Description

• Promote and sell SailPoint’s Identity Security Solution.

• Surpass quarterly and annual revenue targets.

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

• Create business plans that align with the designated territory.

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

• Work collaboratively with marketing to formulate and implement plans via partners and end users.

• Pursue provided leads and ensure accurate updates in internal systems.

• Guide technical teams in showcasing the benefits of SailPoint’s offerings.

• Follow up with clients and collaborate with post-sale teams to guarantee ongoing account management and identify new sales prospects.

• Manage the entire sales process, which includes qualification, presentations, demonstrations, RFP responses, negotiations, and closing deals.

• Acquire in-depth knowledge of the territory, clients, prospects, partners, influencers, and competitors.

• Communicate strategies related to competitive products and technologies.

• Facilitate discussions across various business and technical stakeholder levels.

• Utilize channel management and reporting tools, ensuring accurate forecasting and maintaining Salesforce hygiene.

• Develop customer, account, partner, marketing, and channel plans during onboarding milestones.

• Establish and maintain pipeline, account plans, opportunity plans, relationship maps, forecasts, and territory strategy.

• Lead the operating cadence with the virtual team and earn SailPoint enablement badges.

⛳️ Requirements

• Proficient communicator in initial engagements and discovery calls, capable of analyzing prospect needs to qualify opportunities.

• Highly skilled in understanding and presenting SailPoint solutions, and comparing them with offerings from Microsoft, Okta, and Saviynt.

• Ability to deliver an exceptional customer experience and effectively position solutions, including partner services.

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

• Ability to work collaboratively as part of a team and serve as the quarterback for sales initiatives.

• Competence in creating territory and opportunity plans.

• Ability to collaborate with leadership to refine sales strategies.

• Bachelor's degree or global equivalent in an IT, business, or sales-related field is preferred but not mandatory.

• Willingness to travel around 50 percent of the year.

🏝️ Benefits

• Equal opportunity employment.

• Reasonable accommodations provided for individuals with disabilities.