Sales Executive-Ohio and Indiana

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50, giving us a strong community of customers, partners, and analysts who trust SailPoint to solve complex challenges. We are recognized by Gartner, Forester, and Kuppinger Cole as the market leader and continue to define the market rather than follow competitors.

Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

SailPoint has been named one of the best places to work for 15 years in a row. We are an equal‑opportunity employer and 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.

• Skilled communicator in first engagements and discovery calls who analyzes prospects’ needs to qualify opportunities.
• Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Provides a superior customer experience from the first discovery call and competently positions our solutions and partner services.
• Leads a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Operates as part of a team rather than independently.
• Acts as the quarterback: takes initiative and prepares the team on what is needed from them prior to calls.
• Makes good decisions about engagement timing and holds people accountable for follow‑through.
• Creates a territory or opportunity plan detailing the steps needed to move from discovery to the next sales cycle stage.
• Works closely with the leadership team to refine ideas and improve sales strategy.

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries with accurate, tailored solutions that align with their needs.
• Develop business plans aligned with your assigned territory.
• Engage strategically with customers and partners to maintain high service standards aligned with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans through partners and end users.
• Pursue all supplied leads and keep internal systems updated.
• Lead technical resources to demonstrate SailPoint’s advantages to customers.
• Follow up with customers and partner with the post‑sale team to ensure ongoing coverage and new sales opportunities.
• Own and oversee all aspects of the sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
• Build deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Communicate product and technology strategies used by competitive organizations.
• Navigate discussions across all levels of a customer’s organization, from business stakeholders to technical decision‑makers.
• Utilize channel management and reporting tools, maintaining accurate forecasting and Salesforce hygiene.

• 1‑month milestones: Establish plan for existing customers, identify opportunities for uplift, segment top 20 focused accounts and top 3 big‑bet accounts, meet with old account managers and partners, and collaborate with Marketing and Channel Managers.
• 2‑month milestones: Create stakeholder map for key partners, demonstrate Salesforce hygiene, and meet weekly with sales management to keep systems up to date.
• 3‑month milestones: Complete territory plan and present to Sales Management; provide account overview, prioritize accounts, clean pipeline, marketing and channel engagement plans, customer references, pipeline growth plan; meet all existing customers; lead operating cadence with virtual team; achieve “1st Mate” enablement badge.
• 4‑month milestones: Create account and opportunity plans, present forecast, develop strategies for top 20 accounts, complete Salesforce…