Software Sales Executive
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Job Description
Software Sales Executive selling SailPoint Identity Security solutions to enterprise customers. Managing territories, partners, pipelines, and full-cycle sales against Microsoft, Okta, and Saviynt.
Responsibilities:
- Sell SailPoint Identity Security solutions
- Analyze prospect needs during first engagements and discovery calls to qualify opportunities
- Present SailPoint solutions and competitive differentiators against Microsoft, Okta, and Saviynt
- Deliver a superior customer experience and position partner services
- Lead virtual teams across partner resources, presales, partner management, deal desk, professional services, BVA, and customer success
- Create territory and opportunity plans and refine sales strategy with leadership
- Exceed quarterly and annual revenue quotas
- Address customer and partner inquiries with tailored solutions
- Develop and execute territory business and marketing plans with partners and end users
- Pursue leads and maintain accurate systems and Salesforce records
- Lead technical resources in product demonstrations
- Follow up with customers and partner with post-sale teams to maintain account coverage and identify new opportunities
- Own the full sales cycle from qualification through presentations, demonstrations, RFP responses, negotiations, and closing
- Build deep territory knowledge across customers, prospects, partners, influencers, and competitors
- Manage discussions from business stakeholders to technical decision-makers
- Use channel management and reporting tools, including accurate forecasting and Salesforce hygiene
- Establish customer, account, partner, channel, marketing, pipeline, and opportunity plans during the first six months
- Meet existing customers and identify opportunities to extend SailPoint value
- Lead an operating cadence with the virtual team
- Achieve SailPoint enablement badges on Highspot
- Build pipeline of 2–3 times target and refine go-to-market messaging
- Travel approximately 50% annually
Requirements:
- Bachelor's degree or global equivalent in an IT, business or sales related field preferred but not required
- Skilled communicator in first engagements and discovery calls
- Highly proficient in understanding and presenting SailPoint solutions and comparing them with Microsoft, Okta, and Saviynt
- Ability to competitively position solutions and broader value propositions, including partner services
- Ability to lead virtual teams of partner resources, presales, partner managers, deal desk, professional services, BVA team, and customer success
- Ability to create territory and opportunity plans
- Ability to exceed quarterly and yearly revenue quota goals
- Ability to address customer and partner inquiries with accurate, tailored solutions
- Ability to develop territory-aligned business plans
- Ability to collaborate with marketing and partners on marketing plans
- Ability to pursue leads and maintain accurate internal systems
- Ability to lead technical resources in customer demonstrations
- Ability to manage 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
- Use of channel management, reporting tools, Salesforce, and Clari
- Approximately 50% business travel yearly expected
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 Care Counselors
- Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
- Potential eligibility for corporate bonus plan or role-specific commission
- Potential eligibility for equity participation
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