Software Sales Executive

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

📋 Description

• Promote SailPoint’s Identity Security Solution.

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

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

• Deliver an exceptional customer experience while conveying the broader value proposition, including partner services.

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

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

• Surpass quarterly and annual revenue target goals.

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

• Formulate business plans that align with the designated territory.

• Engage with customers and partners to uphold customer service in line with SailPoint’s core values.

• Collaborate with marketing teams to create and implement partner and end-user marketing strategies.

• Pursue provided leads and maintain accurate records in internal systems.

• Direct technical resources in showcasing SailPoint’s advantages.

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

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

• Build knowledge of customers, prospects, partners, influencers, and competitors within the territory.

• Communicate strategies regarding competitive products and technologies.

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

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

• Construct account, opportunity, pipeline, marketing, and channel plans in the initial six months.

• Establish an operational cadence with the virtual team and create competitive go-to-market strategies.

⛳️ Requirements

• Effective communicator for initial engagements and discovery calls.

• Capability to assess prospect needs and qualify opportunities accurately.

• Expertise in presenting SailPoint solutions and positioning them against Microsoft, Okta, and Saviynt.

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

• Collaborative selling skills as part of a team.

• Initiative to prepare teams before calls, assign responsibilities, and ensure follow-through.

• Skill in developing territory and opportunity plans.

• Ability to collaborate with leadership to refine sales strategies.

• Willingness to travel for business approximately 50% of the year.

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

• Proficiency in Salesforce and Clari, ensuring proper hygiene.

• Ability to leverage channel management and reporting tools effectively.

• Willingness to achieve SailPoint enablement badges, including “1st Mate” and “Captain.”

🏝️ Benefits

• Medical, dental, and vision insurance.

• Short-term and long-term disability coverage.

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

• Supplemental life insurance for employees, spouses, and children.

• Flexible spending accounts for health care and dependent care.

• Limited purpose flexible spending account.

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

• Flexible vacation policy.

• Eight 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 contributions.

• Eligibility for role-specific commission or participation in the SailPoint Corporate Bonus Plan.

• Potential for equity participation eligibility.