Federal Sales Executive

Federal Sales Executive-DOW

Federal Account Executive, to sell our Identity Security Solution to the DOW.

To excel, the position requires an account executive:

• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
• Who can lead 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.
• Who does not operate independently, instead sells as a team.
• Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
• Who can make good decisions about who should engage and when and make people accountable for following through.
• Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
• Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.

Responsibilities

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans, which align to your assigned territory.
• Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values.
• Collaborate with marketing to develop and execute marketing plans
• through/with partners and end users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Follow-up with customers and partner with post-sale team to
• ensure consistent and ongoing coverage of account, including new sales
• opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying,
• presentations, demonstrations, RFP responses, negotiations, and the closing
• process.
• Fosters a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategies
• employed by competitive and complimentary organizations in the SailPoint market space.
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