Sales Executive - Dubai, United Arab Emirates - Talent Pal

Description

As the leader inIdentity Security SailPoint is the leader in identitysecurity for the modern enterprise. Harnessing the power of AI andmachine learning delivering the central control point for riskmanagement for the enterprise. SailPoint continues to grow globallyand expanding our global presence creates opportunities for topsales people to become a part of our awesome culture. We are a Gartner topright high growth Identity Security SaaS organization: the onlycompany with a multitenant micro services built SaaS IGA solutionand AI and machine learning Identity Security platform.Organizations dont know what data they have; let alone where itresides and crucially: who/what has access: we help them answerthose key questions. Identity security is the central control pointfor risk management for the enterprise: the easiest way toimplement your digital transformation faster and reduce risk. Our employees votedus best places to work 10 years in a row. Enterprise SalesRepresentative Weare seeking an experienced Enterprise Sales Representative to sellour IGA Solution Suite to $2$5B organizations. Primarily a SaaSoffering our IGA Solution Suite sits at the heart of anorganizations enterprise security. The position requires a salesexecutive who is experienced in navigating multinational accountsgenerally at C level. The successful candidate will use theirprevious experience in SaaS Cybersec or IAM/IGA to negotiate highvalue contracts across what is generally a lengthy sales cycle. Using the Challengersales methodology quota will be achieved by engaging withapproximately 30 target customers: typically there will be a largenumber of POCs BVAs & RFPs as a part of the sales motion.Route to market is selling to end users directly and alsoleveraging the support of our influential channel partnersincluding the GSIs such as Deloitte PwC EY KPMG. Our SalesExecutives gain a thorough understanding of prospective clientsbusiness and the industry in which they compete the correspondingIT initiatives identifying business drivers/needs which the companycan help resolve developing compelling business value propositionsfor our solutions and ultimately closing business. They will alsodevelop and maintain trusted relationships with senior leveldecision makers and other key buyers within the named accounts andpartners. The pathto success: Insetting the right foundations you should achieve these milestonesduring your 1st month with the company.

• Established internal network& led interlock meetings with virtual teams & keystakeholders.
• Schedule weekly 1:1 meetingcadence with your Manager with TAM reviewagenda.
• Ensure you have a buddy assigned andmeet with them at least once aweek.
• Demonstrate your understanding offinancial terms and how we currently measure financial success atSailPoint.
• Familiarize yourself with SailPointslanguage of acronyms and technical terms so you can activelyparticipate in meetings.
• Ask your manager toshare the strategic objectives of your department followed by yourteams objectives and finally where your role fitsin.
• Achieved Bosun enablementbadge.

Continuing to build those foundations you should have achievedthese milestones by the end of your 2nd month.

• Sorted TAM accounts into Salespriority order and reset/clean pipeline.
• Set $$amounts next to all A accounts & make introductions withthem.
• Territory plan developed presented andsigned off by SalesManagement
• Created astakeholder map for key partners that are influencers in your Aaccounts and devised approaches to connect withthem.
• Presented pipeline growth plan toManagement.
• Demonstrated SFDC hygiene withregular accurate activity and updates.
• Completethe Crew Member Value Proposition Tool and schedule time with yourmanager todiscuss.

Building on the foundations you should have achieved thesemilestones by the end of your 3rd month.

• Implemented an operating cadencewith virtual team (meetings in place with clearpurpose)
• Developedstrategies to approach A accounts presented to Management andapproved.
• Customers from A accounts know whoyou are relationship maps in SFDCcompleted.
• Achieved 1st Mate enablementbadge.

Bythe end of your 4th month in addition to the attainment andcontinued development of your first 3 months activities you willhave:

• Created Account plans for allA accounts.
• Created Opportunity plans for all Aaccounts.
• Presented forecast for selfgeneratedopportunities & expected time/path to 1stsale.
• Shown progress through sales stages forany inbound/inherited opportunities (from540).
• Achieved Sailing Master enablementbadge.

Oncompleting your first successful 6 months at SailPoint in additionto the previous milestones you will have:

• Achieved strong correlation betweenengagement rate and all A accounts.
• Achievedstrong correlation between pitch rate and all Aaccounts.
• Quarter Master enablement badgecompleted.
• Captain enablement badge completed(including stand anddeliver)

Education: Preferred but not required:Bachelors degree or global equivalent in an IT business or salesrelated field. Travel:
Business travel of approximately 50 percentyearly is expected for this position SailPoint is anequal opportunity employer and we welcome everyone to our team. Allqualified applicants will receive consideration for employmentwithout regard to race color religion sex sexual orientation genderidentity national origin disability or veteran status.This job has been sourced from an externaljob board.
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