Sales Executive

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

📋 Description

• Promote SailPoint’s Identity Security Solution

• Initiate first engagements and discovery calls to assess prospect requirements and qualify opportunities

• Showcase SailPoint solutions and strategically position them against competitors like Microsoft, Okta, and Saviynt

• Ensure an exceptional customer experience throughout the sales journey

• Lead virtual teams comprising partner resources, presales, partner management, deal desk, professional services, BVA, and customer success

• Develop territory and opportunity strategies and collaborate with leadership to enhance sales tactics

• Surpass quarterly and annual revenue targets

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

• Formulate business plans that align with the assigned territory

• Engage strategically with customers and partners to uphold high levels of customer service

• Work with marketing on partner and end-user promotional plans

• Follow up on provided leads and ensure internal systems are kept up-to-date

• Guide technical resources in showcasing SailPoint’s advantages

• Maintain account coverage and identify new sales opportunities by collaborating with post-sale teams

• Manage the entire sales cycle, which includes qualification, presentations, demonstrations, RFP responses, negotiations, and closures

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

• Articulate competitive product and technology strategies

• Facilitate discussions with business stakeholders and technical decision-makers

• Utilize channel management and reporting tools, such as Salesforce and Clari for forecasting and hygiene

• Establish comprehensive plans for customers, accounts, partners, marketing, channels, territories, stakeholders, relationships, pipelines, and opportunities within the first six months

• Meet with existing customers to uncover opportunities to enhance their value from SailPoint

• Lead a consistent operational rhythm with a virtual team

• Build a sales pipeline that is 2–3 times the target and refine go-to-market messaging

⛳️ Requirements

• Excellent communicator during initial engagements and discovery calls

• Proficient in assessing prospect needs and qualifying opportunities

• Highly skilled in understanding and presenting SailPoint solutions

• Capable of strategically positioning solutions against competitors like Microsoft, Okta, and Saviynt

• Competent in leading virtual teams comprised of partner and internal resources

• Proactive in taking initiative, preparing teams, assigning responsibilities, and ensuring follow-through

• Skilled at creating territory and opportunity strategies

• Capable of collaborating closely with leadership to refine sales strategies

• Proven ability to exceed quarterly and annual revenue quotas

• Proficient in developing business plans aligned with the territory

• Experienced in managing the full sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closures

• Well-versed in understanding customers, prospects, partners, influencers, and competitors within the territory

• Effective in communicating product and technology strategies within the SailPoint market

• Proficient in engaging with business stakeholders and technical decision-makers

• Familiarity with channel management and reporting tools, including Salesforce and Clari

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

• Willingness to travel approximately 50 percent of the year for business purposes

🏝️ Benefits

• Opportunities for business travel of approximately 50 percent annually

• Commitment to equal opportunity employment

• Reasonable accommodations available for qualified employees or applicants with disabilities