Software Sales Executive

Overview SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. We are proud of our team and the culture we have built, which has led to our employees voting us “best places to work” – 15 years in a row. The role We are seeking a Strategic Software Sales Executive to sell our Identity Security Solutions to the most complex O&G Customers in Texas. To excel, the position requires an account executive: Responsibilities Exceed revenue quota goals on a quarterly and yearly basis. Effectively address each customer’s and partner’s inquiries by providing accurate information and tailored solutions that align with their specific needs. Develop business plans that 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 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 partners with post-sale teams to ensure 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. Foster 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 complementary organizations in the SailPoint market space. Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers. Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene. Path to success 1 month milestones: Establish plan for existing customers identifying opportunities for uplift and account potential. Segment account list into top 8 focused accounts and the Top 3 Big Bet accounts. Meet with old account managers to capture history and with partners to understand their position and services offered. Work with Marketing Manager on marketing plans. Work with Channel Manager on channel plan. 2-month milestones: Create a stakeholder map for key partners in your Top 8 accounts and devise your approach to connect with them. Demonstrate Salesforce hygiene with regular, accurate activity and updates. Met weekly with sales management to keep Salesforce and Clari up to date. 3-month milestones: Complete territory plan and present to Sales Management. Provide existing account overview and account potential; prioritize accounts with potential. Clean pipeline of potential 2025 opportunities to establish gap to target. Develop marketing and channel engagement plans to close the gap to target. Capture customer references / case studies; build pipeline growth plan. Meet with existing customers to identify opportunities to extend value. Lead an operating cadence with virtual team; achieve 1st Mate enablement badge. 4-month milestones: Create account plans for key accounts. Create opportunity plans for key opportunities. Present forecast for self-generated opportunities and expected time to close. Develop strategies to approach Top 8 accounts and present to management. Education and travel Education: 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 SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Benefits and compensation listed vary based on location. This role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential equity participation. Base salary ranges are provided where applicable and may vary by location. Alternative methods of applying for employment are available to individuals unable to submit an application through this site due to a disability. Contact View email address on click.appcast.io for accommodations. #J-18808-Ljbffr