Sales Executive – Aviation

This is a fully remote position, open to applicants in United Arab Emirates (UAE).

📋 Description

• Promote SailPoint's Identity Security solutions.

• Assess prospect requirements during initial engagements and discovery calls to qualify potential opportunities.

• Articulate the benefits of SailPoint offerings and benchmark them against Microsoft, Okta, and Saviynt.

• Deliver an exceptional customer experience while strategically positioning SailPoint's solutions and partner services.

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

• Develop territory and opportunity strategies to guide prospects through the sales process.

• Surpass quarterly and annual revenue targets.

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

• Formulate business plans that align with the designated territory.

• Engage with customers and business partners to ensure outstanding customer service.

• Work alongside marketing to create and implement strategies through partners and end users.

• Follow up on provided leads and keep internal systems updated.

• Lead technical teams in showcasing SailPoint's benefits.

• Maintain communication with customers and collaborate with post-sale teams to ensure account coverage and uncover new sales prospects.

• Take full ownership of the sales cycle, including qualifying leads, delivering presentations, conducting demonstrations, responding to RFPs, negotiating, and closing deals.

• Cultivate a comprehensive understanding of the territory, including customers, prospects, partners, influencers, and competitors.

• Share insights on competitive product and technology strategies.

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

• Utilize channel management and reporting tools, including Salesforce for forecasting and maintaining CRM hygiene.

• Develop customer and territory plans within the initial six months.

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

• Complete SailPoint enablement badges and lead a regular operational rhythm with the virtual team.

⛳️ Requirements

• Proficient in communication during initial engagement and discovery calls.

• Capable of analyzing prospect needs and qualifying opportunities effectively.

• Skilled in presenting SailPoint Identity Security solutions and positioning them in comparison to Microsoft, Okta, and Saviynt.

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

• Competent in creating territory and opportunity plans.

• Proven track record of exceeding quarterly and annual revenue quotas.

• Expertise in developing business plans aligned with the territory.

• Capacity to collaborate with marketing and partners effectively.

• Proficient in managing the entire sales cycle, including qualification, presentations, demonstrations, RFP responses, negotiations, and closures.

• Knowledge of Salesforce and Clari, including accurate forecasting and CRM hygiene.

• Preferred but not mandatory: Bachelor's degree or equivalent in IT, business, or sales-related disciplines.

• Willingness to travel for business purposes, approximately 50% annually.

🏝️ Benefits

• Commitment to equal opportunity employment.

• Reasonable accommodations available for applicants with disabilities.

• Opportunities for business travel (approximately 50% yearly).