SLED Account executive

As the leader in Identity Security, SailPoint 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.  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 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.

State & Local Government and Higher Ed (SLED) Sales Representative 

We are seeking an experienced SLED Sales Representative to sell our Identity Security Solutions to State & Local Government and Higher Education entities.  Primarily a SaaS offering, our solutions sit at the heart of an organization's enterprise security.  The position requires a sales executive who is experienced in navigating complex accounts, generally at the C level.  The successful candidate will use their previous experience in SaaS, Cybersecurity, 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.

The path to success:

In setting the right foundations, you should achieve these milestones during your 1st month with the company.

• Established internal network & led 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 SailPoint.
• Familiarize yourself with SailPoint'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.
• Achieved “Bosun” enablement badge.

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

• Sorted TAM accounts into Sales priority order and reset/clean pipeline.
• Set $$ amounts next to all “A” accounts & make introductions with them.
• Territory plan developed, presented and signed off by Sales Management
• Created a stakeholder map for key partners that are influencers in your “A” accounts and devised approaches to connect with them.
• Presented pipeline growth plan to Management.
• Demonstrated SFDC hygiene with regular, accurate activity and updates.
• Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss.

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

• Implemented an operating cadence with virtual team (meetings in place with clear purpose)
• Developed strategies to approach “A” accounts - presented to Management and approved.
• Customers from “A” accounts know who you are – relationship maps in SFDC completed.
• Achieved “1st Mate” enablement badge.

By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have:

• Created Account plans for all ‘A’ accounts.
• Created Opportunity plans for all ‘A’ accounts.
• Presented forecast for self-generated opportunities & expected time/path to 1st sale.
• Shown progress through sales stages for any inbound/inherited opportunities (from 5-40).
• Achieved “Sailing Master” enablement badge.

On completing your first successful 6 months at SailPoint, in addition to the previous milestones, you will have:

• Achieved strong correlation between engagement rate and all ‘A’ accounts.
• Achieved strong correlation between pitch rate and all ‘A’ accounts.
• “Quarter Master” enablement badge completed.
• “Captain” enablement badge completed (including stand and deliver)

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.

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

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.