Sales Executive

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

📋 Description

• Act as an Account Executive to promote SailPoint’s Identity Security solution.

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

• Showcase SailPoint solutions while effectively positioning them against competitors like Microsoft, Okta, and Saviynt.

• Deliver an exceptional customer experience throughout the sales journey.

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

• Develop territory and opportunity plans and work collaboratively with leadership to refine the sales strategy.

• Surpass quarterly and yearly revenue targets.

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

• Formulate business plans in alignment with the designated territory.

• Engage with customers and partners to uphold high standards of customer service.

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

• Pursue provided leads and ensure internal systems are kept up to date.

• Guide technical resources in showcasing the advantages of SailPoint.

• Follow up with customers and collaborate with post-sale teams to secure account coverage and identify new sales opportunities.

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

• Acquire comprehensive territory knowledge encompassing customers, prospects, partners, influencers, and competitors.

• Communicate strategies regarding competitive products and technologies.

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

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

• Develop customer plans, prioritize top 20 and top 3 Big Bet accounts, and evaluate account potential.

• Create partner stakeholder maps along with marketing and channel strategies.

• Keep Salesforce and Clari activity logs accurate and updated.

• Prepare and present territory, account, opportunity, pipeline, forecast, and go-to-market strategies.

• Meet with existing customers to discover ways to enhance SailPoint’s value.

• Lead regular operational meetings with a virtual team.

• Build a pipeline that is 2 to 3 times the target and refine messaging to tackle competition, partners, and pricing challenges.

⛳️ Requirements

• Excellent communication skills in conducting initial engagements and discovery calls.

• Expertise in analyzing prospect needs and qualifying opportunities.

• Highly skilled in understanding and presenting SailPoint solutions.

• Capable of competitively positioning solutions against Microsoft, Okta, and Saviynt.

• Proficient in leading virtual teams of both partners and internal resources.

• Skilled in creating territory and opportunity plans.

• Able to make informed decisions regarding stakeholder engagement and accountability.

• Experience in closely collaborating with leadership on sales strategies.

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

• Expected business travel of approximately 50% annually.

• Ability to complete SailPoint enablement badges, including the 1st Mate and Captain’s badges.

🏝️ Benefits

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

• Potential eligibility for equity participation.

• Health insurance benefits.

• Retirement plan options.

• Employee Assistance Program (EAP).

• Support for leave.

• Paid time off.

• Company-paid holidays.