About this role
About the Role SailPoint is seeking a Strategic Sales Executive to drive identity security solutions with a focus on customer outcomes and revenue growth. You will coordinate a virtual team across presales, partner resources, and services to close deals and ensure customer success, acting as quarterback of the deal. What You'll Do
- Exceed revenue quota goals on a quarterly and yearly basis.
- Qualify opportunities through discovery calls and tailor SailPoint's identity security value proposition to customer needs, including positioning against Microsoft, Okta, and Saviynt.
- 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.
- Own and oversee all aspects of the sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.
- Develop business plans aligned to your territory; engage customers and partners; collaborate with marketing and channel teams; pursue all leads; maintain Salesforce hygiene and accurate forecasting.
- Understand and communicate SailPoint's product and technology strategies, and articulate competitive and complementary vendor strategies.
- Build territory or opportunity plans, create a robust pipeline, and keep leadership informed to refine your sales approach. What We're Looking For
- Excellent communicator skilled in first engagements and discovery, able to assess prospects' needs and qualify opportunities.
- Ability to articulate SailPoint's identity security solutions and compare them to Microsoft, Okta, and Saviynt.
- Experience leading cross-functional, virtual teams and holding teams accountable to goals.
- Comfortable navigating complex sales cycles with multiple stakeholders across business and IT.
- Proficiency with Salesforce and other channel management/reporting tools; strong forecasting discipline.
- Strategic thinker capable of crafting territory and opportunity plans and delivering on commitments.