Sales Executive – Federal Government

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

📋 Description

• Promote SailPoint’s Identity Security Solution to the Canadian Federal Government.

• Surpass quarterly and annual revenue targets.

• Provide accurate and customized solutions to customer and partner inquiries.

• Create business plans that align with the designated territory.

• Engage strategically with customers and partners to uphold exceptional customer service.

• Work in collaboration with marketing to design and implement partner and end-user marketing strategies.

• Follow up on provided leads and maintain updates in internal systems.

• Guide technical resources in showcasing the benefits of SailPoint.

• Maintain communication with customers and coordinate with post-sale teams to ensure continuous account support and uncover new sales opportunities.

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

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

• Convey competitive product and technology strategies effectively.

• Facilitate discussions among business and technical stakeholders.

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

• Develop customer opportunity and account plans, prioritize key accounts, and create territory, channel, and marketing strategies.

• Build and oversee pipelines, forecasts, stakeholder maps, relationship maps, and operational rhythms.

• Meet with customers to discover opportunities for enhancing SailPoint’s value.

• Present territory, account, opportunity, value proposition, and go-to-market strategies to management.

• Achieve SailPoint enablement badges.

⛳️ Requirements

• Effective communicator during initial engagements and discovery calls, assessing prospects’ needs to qualify opportunities.

• Highly skilled in understanding and articulating the value of SailPoint solutions, particularly in comparison to Microsoft, Okta, and Saviynt.

• Capable of delivering an exceptional customer experience and strategically positioning solutions and partner services.

• Experience in leading a virtual team of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success.

• Ability to take the lead, initiate actions, prepare the team, and ensure accountability.

• Competence in developing territory and opportunity plans.

• Aptitude for working closely with leadership to refine sales strategies.

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

• Expected to travel approximately 50% for business annually.

• Proficient in Salesforce and Clari.

• Capable of completing SailPoint enablement badges on HighSpot.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Coverage for short-term and long-term disabilities.

• Life insurance and Accidental Death & Dismemberment coverage for employees, their spouses, and children.

• Generous time-off benefits.

• Paid holidays.

• Sick leave.

• Employee Assistance Program (EAP) and Care Counselors.

• Potential eligibility for a corporate bonus plan or role-specific commissions.

• Possible eligibility for equity participation.