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Job Level
About the role
- Exceed team revenue quota goals on a monthly, quarterly, and yearly basis
- Sets vision and strategy for the sales team; manage 4-6 sales executives
- Provide coaching and strategy support throughout the sales cycle
- Conduct account reviews with sales team members
- Manage escalation, conduct weekly sales meetings, manage pipeline activity
- Hands-on management & execution for strategic opportunities
- Continuously grow the sales team, including recruiting, hiring and training
- Help clients understand our products' capabilities to allow us to develop winning solutions that are tailored to the clients' specific business needs
- Participate in client prospecting events and trade shows when needed
- Enrich our team and organization with your leadership knowledge and experience
Requirements
- 5+ years of successful Business-to-Business Sales Leadership experience, with 3+ years in the Identity Management or Software Security Industry
- Proven results in a quota-oriented sales environment and an understanding of technology and technological innovations
- Customer Focus: Act in ways that demonstrate customer focus and satisfaction by building effective relationships with customers, identifying, meeting and exceeding customer expectations, and by treating customers with dignity and respect
- Team & Transparency centric: Ensuring a team and collaborative approach is taken to address key deals, challenges and activities through transparent communications
- Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships with partners, identifying, meeting and exceeding partner expectations, and by treating partners with dignity and respect
- Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
- Effective Selling: Utilize solutions-oriented, systematic approach to selling, leverage mastery of sales best practices and SailPoint’s sales methodology
- Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; also understand how business operates, including role of structure, systems, and processes; can speak in business language when applying professional expertise
- Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
- Bachelor's degree or global equivalent in an IT, business or sales related field.
Benefits
- Business travel of approximately 50 percent yearly is expected for this position.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Business-to-Business Sales LeadershipQuota-oriented salesSales best practicesSailPoint’s sales methodologyFinancial analysis
Soft skills
CoachingCustomer focusTeam collaborationTransparencyPartner focusBusiness acumenEffective communication
Certifications
Bachelor's degree in IT, business or sales related field