Sales Executive SLED NY, NJ, PA (Information Technology)
As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally, and expanding our global presence creates opportunities for top sales people to become a part of our incredible culture.
We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don't know what data they have, let alone where it resides and crucially, who/what has access. We help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.
Our employees voted us "best places to work" - 10 years in a row.
State & Local Government and Higher Ed (SLED) Sales Representative
We are seeking an experienced SLED Sales Representative to sell our Identity Security Solutions to State & Local Government and Higher Education entities. Primarily a SaaS offering, our solutions sit at the heart of an organization's enterprise security. The position requires a sales executive who is experienced in navigating complex accounts, generally at the C level. The successful candidate will use their previous experience in SaaS, Cybersecurity, or IAM/IGA to negotiate high-value contracts across what is generally a lengthy sales cycle.
Using the Challenger sales methodology, the quota will be achieved by engaging with approximately 30 target customers: typically, there will be a large number of POC's, BVA's & RFP's as a part of the sales motion. Route to market is selling to end users directly while leveraging the support of our influential channel partners, including the GSI's, such as Deloitte, PwC, EY, and KPMG. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs that the company can help resolve, developing compelling business value propositions for our solutions, and ultimately closing business. They will also build and maintain trusted relationships with senior-level decision-makers and other key buyers within the named accounts and partners.
The path to success:
In setting the right foundations, our most successful hires achieve these things during their first month with the company.
• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. These sessions should equip you with sufficient knowledge to achieve the rest of your month-one milestones.
• Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them.
• Establish internal network & lead interlock meetings with virtual teams & key stakeholders, including but not limited to Sales Engineers, Inside Sales, Partner Team, Customer Success and marketing.
• Learn about our products, success stories, and what sets us apart from our competitors. You should be comfortable pitching the SailPoint value proposition.
• Map and segment existing customers & new logo opportunities within your territory.
• Sort accounts between A, B, C priority and reset/clean pipeline
• Set $$ amounts next to all "A" accounts & make introductions with them
• Pass "1st Mate" enablement badge
Building on those foundations and demonstrating a high level of activity & application, you should have achieved these milestones by the end of your first quarter.
• Work with marketing and our Partner team to show the white space opportunities in your existing customers + potential new logo opportunities.
• Identify potential customers with compliance/governance requirements and/or business drivers requiring an Identity solution.
• You should have developed your territory plan, particularly in regard to strategies to approach "A" accounts - presented to & signed off by Management
• You should have met key partners that are influencers in your "A" accounts
• Customers from "A" accounts should know who you are.
• Developed an effective process/formula for client engagement calls, emails, meetings, and Account planning.
• Implemented an operating cadence with virtual team (meetings in place with clear purpose)
• Fully used Challenger during the sales cycle - exec engagement & alignment, approval process, signatory process, vacation plans, creating tension, etc.
• Become a regular user of Social tools and develop a good cadence of digital messaging.
• Demonstrated SFDC hygiene with regular, accurate activity and updates
• Passed "Sailing Master" and "Quarter Master" enablement badges
By the end of your second quarter, in addition to the attainment and continued development of your Q1 activities, the best-performing sales people will:
• Use Salesforce & Challenger to inform accurate forecasting.
• Continue to build a pipeline aiming for 3x quota
• Met with all of the key decision-makers within your target accounts and developed a detailed account plan for each.
• Presented forecast for self-generated opps & expected time to 1st sale
• Shown progress through sales stages for any inbound opps (from 5-40)
• Acquired "Captain" enablement badge
To identify the conclusion of a successful & rewarding first year at SailPoint, you will:
• Continued to improve and refine all of the activities detailed against the previous quarters
• Achieve your sales quota
• Continued to build pipeline aiming for 3x quota
Responsibilities:
• Exceed revenue quota goals on an annual basis
• Demonstrate the ability to address each customer's and partner's unique inquiry while providing them with the proper information and appropriate solution based on the customer's specific needs and interests
• Develop business plans which align with the assigned Agencies and mission needs.
• Engage and work with business partners where appropriate
• Collaborate with Leadership to develop and execute marketing plans through/with end users and partners
• Follow up on all leads supplied and ensure internal systems are updated.
• Marshal and lead the appropriate technical resources to demonstrate SailPoints' advantages to the customer
• Follow-up with clients and work with SailPoint post-sale account managers to ensure consistent and ongoing Satisfaction of agencies spawning new sale opportunities.
• Understand and work in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Develop and maintain a deep understanding of the territory, including the customers, the prospects, the partners/ System Integrators, the influencers, and the competitors
• Understand and communicate all product and technological strategies employed by competitive and complementary organizations in the SailPoint market space
• Maintain the highest level of customer and partner satisfaction within the accounts in your territory
• Maintain a positive, professional 'total customer service attitude and demonstrate the company's Core Values
• Coordinate, plan, and schedule sales support functions with Technical Sales staff
• Demonstrate the ability to create and manage conversations at all business and technical levels of a client's organization, from their CEO to a Systems Administrator
• Utilize all channel management and reporting tools
Skills:
• Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting, and exceeding customer expectations, and by treating customers with dignity and respect
• Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting, and exceeding partner expectations, and treating partners with dignity and respect
• Territory Management: Manage territory, considering each and all accounts collectively; establish accurate plans and forecasts; prioritize efforts; generate short-term results while holding a long-term perspective to maximize overall territory viability
• Effective Communication: Deliver oral and written communications that are impactful and persuasive to their intended audience
• Industry Knowledge: In-depth knowledge of a given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
• Effective Selling: Utilize a solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint's sales methodology
• Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how the business operates, including the role of structure, systems, and processes; can speak in business language when applying professional expertise
• Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
Education:
Bachelor's degree or global equivalent in an IT, business, or sales-related field.
Travel:
Business travel of approximately 50 percent yearly is expected for this position.
Experience Requirements:
- 5 years of Business to Business sales experience, with two years in the Identity Management or Security Industry preferred
- 3-5 years of experience selling to State and Local Governments and Higher Education preferred.
- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
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SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
