Strategic Sales Executive

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

📋 Description

• Promote SailPoint’s IGA Solution Suite to organizations with revenue exceeding $5B

• Manage multinational accounts, typically engaging at the C-level

• Negotiate significant contracts through extended sales cycles utilizing experience in SaaS, cybersecurity, or IAM/IGA

• Meet sales targets by focusing on around 10 key customers using the Challenger sales methodology

• Conduct Proof of Concepts (POCs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs) as part of the sales process

• Sell directly to end users while leveraging influential channel partners, including Global System Integrators (GSIs) like Deloitte, PwC, EY, and KPMG

• Gain a deep understanding of potential clients’ businesses, industries, IT strategies, and key business drivers

• Create compelling business value propositions for SailPoint’s solutions and successfully close deals

• Build and sustain trusted relationships with senior decision-makers and key stakeholders within assigned accounts and partners

• Establish internal networks and facilitate interlock meetings with virtual teams and stakeholders

• Develop plans for territory, account, opportunity, pipeline growth, forecasting, stakeholder engagement, and relationship management

• Keep accurate records of activities and updates in Salesforce.com (SFDC)

• Complete SailPoint enablement badges and onboarding objectives within the first six months

⛳️ Requirements

• Seasoned sales executive with a proven track record in managing multinational accounts, primarily at the C-level

• Prior experience in SaaS, cybersecurity, or IAM/IGA

• Proven ability to negotiate substantial contracts through extended sales processes

• Proficiency in employing the Challenger sales methodology

• Capacity to engage with around 10 target customers and oversee POCs, BVAs, and RFPs

• Experience selling directly to end users and leveraging channel partners and GSIs

• Strong understanding of clients’ businesses, industries, IT initiatives, and business motivators

• Skilled in developing business value propositions and successfully closing deals

• Ability to cultivate trusted relationships with senior decision-makers and key buyers

• Willingness to travel approximately 50% annually

• A bachelor's degree or global equivalent in IT, business, or a sales-related field is preferred but not mandatory

🏝️ Benefits

• Recognized by employees as one of the “best places to work” for 10 consecutive years

• Approximately 50% yearly business travel is anticipated for this role

• Reasonable accommodations provided for known physical or mental limitations

• Commitment to equal employment opportunity and affirmative action protections