Enterprise Sales Representative

About Sail Point

As the leader in Identity Security, Sail Point is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. Sail Point continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture. We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don't know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk. Our employees voted us "best places to work" – 10 years in a row.

About the Role

We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organizations. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization's enterprise security. The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level. The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle.

Using the Challenger sales methodology, quota will be achieved by engaging with approximately 30 target customers: typically, there will be a large number of POC's, BVA's & RFP's as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI's, such as Deloitte, PwC, EY, KPMG.

Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners.

Path to Success

First Month

• Establish internal network & lead interlock meetings with virtual teams & key stakeholders
• Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda
• Ensure you have a buddy assigned and meet with them at least once a week
• Demonstrate your understanding of financial terms and how we currently measure financial success at Sail Point
• Familiarize yourself with Sail Point's language of acronyms and technical terms so you can actively participate in meetings
• Ask your manager to share the strategic objectives of your department followed by your team's objectives and finally where your role fits in
• Achieve "Bosun" enablement badge

Second Month

• Sort TAM accounts into Sales priority order and reset/clean pipeline
• Set $$ amounts next to all "A" accounts & make introductions with them
• Develop territory plan, present and have it signed off by Sales Management
• Create a stakeholder map for key partners that are influencers in your "A" accounts and devise approaches to connect with them
• Present pipeline growth plan to Management
• Demonstrate SFDC hygiene with regular, accurate activity and updates
• Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss

Third Month

• Implement an operating cadence with virtual team (meetings in place with clear purpose)
• Develop strategies to approach "A" accounts - present to Management and get approval
• Ensure customers from "A" accounts know who you are – relationship maps in SFDC completed
• Achieve "1st Mate" enablement badge

Fourth Month

In addition to the attainment and continued development of your first 3 months activities:

• Create Account plans for all 'A' accounts
• Create Opportunity plans for all 'A' accounts
• Present forecast for self-generated opportunities & expected time/path to 1st sale
• Show progress through sales stages for any inbound/inherited opportunities (from 5-40)
• Achieve "Sailing Master" enablement badge

Six Months

On completing your first successful 6 months at Sail Point, in addition to the previous milestones:

• Achieve strong correlation between engagement rate and all 'A' accounts
• Achieve strong correlation between pitch rate and all 'A' accounts
• Complete "Quarter Master" enablement badge
• Complete "Captain" enablement badge (including stand and deliver)

Qualifications

Preferred but not required:

• Bachelor's degree or global equivalent in an IT, business or sales related field

Travel

• Business travel of approximately 50 percent yearly is expected for this position

Equal Opportunity

Sail Point is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations.

NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at Sail Point.

About Our Platform

Sail Point is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the Sail Point Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today's cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today's most pressing threats.

Non-Discrimination Policy

The employment policy of Sail Point is to provide equal opportunity to all persons, and it is Sail Point's policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities. It is Sail Point's policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. Sail Point does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986. Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration.