Strategic Sales Representative, Sailpoint
More information about location
Identity governance & cloud identity management
Open for applications
Identity governance & cloud identity management
1001+ employees
Open for applications
More information about location
1001+ employees
Company mission
To equip every enterprise to effortlessly manage and secure access to applications and data through the lens of identity – at any speed, at any scale.
Role
Who you are
- Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field
- 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
What the job involves
- 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)
Our take
SailPoint is a leader in identity management, founded in 2005 to help businesses mitigate security risks. The company went public in 2017 and was acquired by Thoma Bravo in 2022.
SailPoint’s products harness AI and machine learning to automate and streamline identity management, appointing the appropriate access to different identities operating in a business. Its solutions have evolved alongside innovations in the space, and the company remains a top choice for enterprises worldwide.
To continue keeping pace with advancements in the market, SailPoint has acquired identity solutions startup SecZetta. With this move, SailPoint says it will be able to further help its clients consolidate their identities and organize their workforce data. The company also partnered with Simeio, a leading provider of Identity and Access Management services, to enhance both companies’ security capabilities and protection measures.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Few candidates hear
back within 2 weeks
Company
Funding (last 2 of 5 rounds)
Dec 2014
$0.3m
EARLY VC
Nov 2010
$0.5m
GRANT
Total funding: $21.8m
Company benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 4019k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental leave: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
Company values
- Innovation: Our solutions deliver unique, compelling value to our customers and partners. In fact, we expect to have a significant, positive impact on the bottom line. We passionately strive to help our customers run their companies better and faster. Their success breeds our success
- Integrity: We understand what is expected of us and ensure that we have the resources to meet or beat that expectation. Because we empower our employees to do the right thing and place high value on open communications, every person who works in or with our company knows they can depend on us to do what we say we’ll do
- Impact: We believe effort should not be confused with progress. We ensure that every person in our company understands what success looks like and how to get there. People succeed here based on the delivery of measurable results. And we expect people on our team to deliver those great results with a great attitude
- Individuals: We believe that the single greatest asset of a software company is people. By treating everyone in our company as a person, not a number, we create a work environment that is responsive to needs both on and off the job. We take our business very seriously, but maintain a healthy sense of balance in our lives
Company HQ
Four Points Centre, Austin, TX
Articles
Leadership
Mark McClain
(CEO)Operating Advisor at Elsewhere Partners. Previously and SVP of Software Marketing at Sun Microsystems and a VP of Worldwide Marketing at IBM Tivoli Software.
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