Software Sales Executive

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

📋 Description

• Promote SailPoint Identity Security solutions

• Assess prospect requirements during initial engagements and discovery calls to qualify leads

• Showcase SailPoint solutions and highlight competitive advantages over Microsoft, Okta, and Saviynt

• Provide an exceptional customer experience while positioning partner services

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

• Develop territory and opportunity plans and refine sales strategies in collaboration with leadership

• Surpass quarterly and annual revenue targets

• Respond to customer and partner inquiries with customized solutions

• Formulate and implement territory business and marketing strategies with partners and end users

• Follow up on leads and ensure accurate records in Salesforce

• Guide technical resources during product demonstrations

• Maintain customer relationships and collaborate with post-sale teams to ensure account coverage and identify new opportunities

• Manage the complete sales cycle from qualification to presentations, demonstrations, RFP responses, negotiations, and closing

• Cultivate extensive knowledge of the territory regarding customers, prospects, partners, influencers, and competitors

• Facilitate discussions among business stakeholders and technical decision-makers

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

• Develop customer, account, partner, channel, marketing, pipeline, and opportunity plans within the first six months

• Engage with existing customers to discover opportunities for enhancing SailPoint value

• Lead operational coordination with the virtual team

• Achieve SailPoint enablement badges through Highspot

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

• Travel approximately 50% annually

⛳️ Requirements

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

• Excellent communication skills during initial engagements and discovery calls

• Strong proficiency in understanding and presenting SailPoint solutions, alongside comparisons with Microsoft, Okta, and Saviynt

• Capability to competitively position solutions and broader value propositions, including partner services

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

• Skill in creating territory and opportunity plans

• Proven ability to surpass quarterly and annual revenue quota goals

• Competence in addressing customer and partner inquiries with precise, tailored solutions

• Ability to develop business plans aligned with territory strategy

• Proficiency in collaborating with marketing and partners on marketing initiatives

• Capability to pursue leads and maintain accurate internal records

• Experience in guiding technical resources during customer demonstrations

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

• Understanding of customers, prospects, partners, influencers, competitors, and competitive product and technology strategies

• Ability to navigate discussions with business stakeholders and technical decision-makers

• Experience with channel management, reporting tools, Salesforce, and Clari

• Expected business travel of approximately 50% annually

🏝️ Benefits

• Medical, dental, and vision insurance

• Short-term and long-term disability coverage

• Life insurance and Accidental Death & Dismemberment (AD&D)

• Supplemental life insurance for employees, spouses, and children

• Flexible spending accounts for health care and dependent care

• 401(k) Savings and Investment Plan with company matching

• Flexible vacation policy

• 8 paid holidays annually

• Sick leave

• Paid parental leave

• Employee Assistance Program (EAP) and access to Care Counselors

• Options for Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance

• Health Savings Account (HSA) with employer contribution

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

• Potential eligibility for equity participation