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    Strategic Sales Representative - United Kingdom - SailPoint Technologies Holdings, Inc.

    SailPoint Technologies Holdings, Inc.
    SailPoint Technologies Holdings, Inc. United Kingdom

    6 days ago

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    Description

    Strategic Sales Representative page is loaded

    Strategic Sales Representative

    Apply locations Remote (United Kingdom) time type Full time posted on Posted 16 Days Ago job requisition id R008085

    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.

    Strategic Sales Representative

    We are seeking an experienced Strategic Sales Representative, to sell our IGA Solution Suite to $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 10-12 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.
    • Started Bosun training.

    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.
    • Achieved "Bosun" enablement badge.

    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.
    • 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 opps & expected time to 1st
      sale.
    • Shown progress through sales stages for any inbound/inherited opps
      (from
    • Achieved "Sailing Master" enablement badge.

    On completing your first successful 6 months at SailPoint 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" and "Captain" enablement badges completed
      (including stand and deliver).

    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.

    Similar Jobs (1) Strategic Sales Representative

    locations Remote (United Kingdom) time type Full time posted on Posted 13 Days Ago

    SailPoint 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 SailPoint 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.

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