Appointment Setter
JJM Marketing Group Inc.
Healthcare Sales Executive
SailPoint
full-time
Posted on:
Origin: • 🇺🇸 United States • Kentucky, Ohio, Tennessee, Virginia, West Virginia
Visit company websiteSalary
💰 $109,200 - $202,800 per year
Job Level
Mid-LevelSenior
About the role
- Sell SailPoint Identity Security solutions within healthcare vertical
- Exceed revenue quota goals and build pipeline to achieve targets
- Address customer and partner inquiries by providing accurate information and tailored solutions
- Develop and execute business and territory plans; engage strategically with customers and partners
- Collaborate with marketing and channel managers on marketing and channel plans
- Pursue leads and maintain internal systems (Salesforce, Clari) with accurate activity and forecasting
- Lead technical resources to demonstrate product advantages and respond to RFPs
- Follow-up post-sale to ensure account coverage and identify new sales opportunities
- Own full sales cycle: discovery, qualification, presentations, demonstrations, negotiation, and close
- Foster deep understanding of territory including competitors and partner ecosystem
- Lead virtual teams and drive accountability, stakeholder mapping, and operating cadence
- Deliver milestone plans: account segmentation, territory plan, pipeline growth, opportunity and account plans
Requirements
- Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity
- Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt
- Provide a superior customer experience from the first discovery call and competitively position solutions and partner services
- Ability to lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success
- Able to sell as a team and act as the quarterback; take initiative and prep the team
- Create a territory or opportunity plan including steps from discovery to next steps in the sales cycle
- Work closely with leadership to refine sales strategy
- Exceed revenue quota goals on a quarterly and yearly basis
- Develop business plans aligned to assigned territory
- Collaborate with marketing and partners and pursue all leads supplied
- Lead appropriate technical resources to demonstrate SailPoint's advantages
- Follow-up with customers and partner with post-sale team to ensure consistent coverage and new sales opportunities
- Own all aspects of the sales cycle: qualifying, presentations, demonstrations, RFP responses, negotiations, and closing
- Deep understanding of territory: customers, prospects, partners, influencers, and competitors
- Understand and communicate competitor product and technological strategies
- Initiate, navigate, and manage discussions across all levels of a customer’s organization
- Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene
- Business travel of approximately 50 percent yearly is expected
- Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field
