Sales Executive - Aviation

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50.  This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. 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 an Account Executive, to sell our Identity Security Solution. 

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. 

• 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. 

The path to success: 

1-month milestones:  

• Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.  

• Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts within this list. 

• Meet with old account managers to capture any history.  

• Meet with partners of existing accounts to understand their position and services offered. 

• Work with Marketing Manager on marketing plan. 

• Work with Channel Manager on channel plan. 
   

2-month milestones: 

• Create a stakeholder map for key partners that are influencers in  
  your Top 20 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: 

• Existing account overview and account potential 

• Prioritized accounts with account potential 

• Clean pipeline of potential 2025 opportunities to establish gap to target 

• Marketing and channel engagement plans to close the Gap to target 

• Customer references / case studies planned 

• Pipeline growth plan 

• Meet with all existing customers and identify opportunities to extend the value they are receiving from SailPoint. 

• 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 opportunity & expected time to 1st  
  sale. 

• Develop strategies to approach Top 20 accounts - present to  
  management. 

• Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are. 

• Showing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40). 

• Present SailPoint value proposition in front of manager via either: customer / prospect or internally. 

6-month milestones:  

• Built a Pipeline of 2 to 3 times target comprising. 

• Existing customer pipeline 

• Progress existing pipeline 

• New Pipeline 

• Refine “go to market” for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges, etc. 

• Complete your Captains badge on HighSpot. 

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. 
  

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.