Strategic Sales Executive
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Job Description
Strategic Sales Executive selling SailPoint’s identity-security SaaS platform to $5B+ enterprise accounts in India. Navigating C-level relationships, channel partners, complex sales cycles, and high-value contracts.
Responsibilities:
- Sell SailPoint’s IGA Solution Suite to $5B+ organizations
- Navigate multinational accounts, generally at C level
- Negotiate high-value contracts across lengthy sales cycles using SaaS, cyber-security, or IAM/IGA experience
- Achieve quota through approximately 10 target customers using the Challenger sales methodology
- Conduct POCs, BVAs, and RFPs as part of the sales motion
- Sell directly to end users and leverage influential channel partners, including GSIs such as Deloitte, PwC, EY, and KPMG
- Understand prospective clients’ businesses, industries, IT initiatives, and business drivers
- Develop compelling business value propositions for SailPoint solutions and close business
- Develop and maintain trusted relationships with senior decision-makers and key buyers within named accounts and partners
- Establish internal networks and lead interlock meetings with virtual teams and stakeholders
- Build territory, account, opportunity, pipeline growth, forecast, stakeholder, and relationship plans
- Maintain accurate activity and updates in SFDC
- Complete SailPoint enablement badges and onboarding milestones through the first six months
Requirements:
- Experienced sales executive capable of navigating multinational accounts, generally at C level
- Previous experience in SaaS, cyber-security, or IAM/IGA
- Ability to negotiate high-value contracts through lengthy sales cycles
- Ability to use the Challenger sales methodology
- Ability to engage approximately 10 target customers and manage POCs, BVAs, and RFPs
- Ability to sell directly to end users and leverage channel partners and GSIs
- Ability to understand clients’ businesses, industries, IT initiatives, and business drivers
- Ability to develop business value propositions and close business
- Ability to build trusted relationships with senior decision-makers and key buyers
- Approximately 50% yearly business travel expected
- Bachelor's degree or global equivalent in an IT, business, or sales-related field is preferred but not required
Benefits:
- Employees voted SailPoint “best places to work” – 10 years in a row
- Business travel of approximately 50 percent yearly is expected for this position
- Reasonable accommodation for known physical or mental limitations
- Equal employment opportunity and affirmative action protections
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