SLED Account Executive

4 weeks ago

Lockport, New York, United States SailPoint Technologies Full time

SailPoint Technologies is seeking an experienced SLED Sales Representative to join our team and sell our Identity Security Solutions to State & Local Government and Higher Education entities.

The ideal candidate will have a strong background in navigating complex accounts, generally at the C level, and will use their previous experience in SaaS, Cybersecurity, or IAM/IGA to negotiate high-value contracts across a lengthy sales cycle.

Using the Challenger sales methodology, the successful candidate will engage with approximately 30 target customers, typically involving a large number of POC's, BVA's & RFP's as part of the sales motion.

Route to market will involve selling to end users directly and leveraging the support of our influential channel partners, including the GSI's, such as Deloitte, PwC, EY, KPMG.

The Sales Executive will gain a thorough understanding of prospective client's business and the industry in which they compete, 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

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