Sales Executive

About SailPoint

SailPoint is a global frontrunner in Identity Security, trusted by half of the Fortune 500 and ASX 50 companies. Renowned by analysts such as Gartner and Forrester, SailPoint leads the market with innovative solutions that help organizations understand and control access to applications and data, central to enterprise risk management. Our team enjoys a positive culture, recognized as one of the best workplaces for 15 consecutive years.

Position Overview

We are seeking a dynamic Account Executive to drive sales of our Identity Security solutions in the Dubai region. This role demands a highly effective communicator skilled in customer engagement, competitive positioning versus rivals like Microsoft, Okta, and Saviynt, and leading a virtual cross-functional team to secure sales wins and client satisfaction. Team collaboration and strategic planning are key to success in this position.

Key Responsibilities

• Consistently exceed quarterly and annual revenue targets.
• Address customers' and partners' unique needs with precise, customized solutions.
• Develop and execute business plans aligned to territory goals.
• Engage strategically with clients and partners to uphold high standards of service aligned with SailPoint's values.
• Collaborate with marketing teams for effective campaigns via partners and end users.
• Follow up on all leads and maintain internal system updates diligently.
• Coordinate technical resources to showcase the advantages of SailPoint’s offerings.
• Partner with post-sales teams for ongoing account support and opportunity development.
• Manage the sales cycle from qualification through closing including presentations, demos, RFP responses, and negotiations.
• Develop a comprehensive understanding of territory including customers, prospects, partners, and competitors.
• Stay informed of competitive strategies and product offerings in the identity security market.
• Effectively communicate across all levels within customer organizations.
• Maintain accurate forecasting and hygiene of sales tools like Salesforce.

Milestones for Success

• 1 month: Establish opportunity plans for existing customers, identify top accounts, coordinate with account managers and partners, and align marketing and channel plans.
• 2 months: Map stakeholders for key partners, maintain accurate Salesforce activities, and meet regularly with sales management.
• 3 months: Deliver a detailed territory plan and account overview, prioritized accounts, pipeline development, and marketing strategy to management.
• 4 months: Develop account and opportunity plans, forecast sales timelines, establish relationships within top accounts, and demonstrate SailPoint's value proposition.
• 6 months: Build a sales pipeline two to three times the target, progress pipelines, refine market strategies, and complete advanced training badges.

Education and Travel

A Bachelor's degree or equivalent in IT, business, or sales-related fields is preferred but not mandatory. The role requires approximately 50% business travel annually.

Equal Opportunity

SailPoint is committed to equal opportunity employment, welcoming candidates regardless of race, gender, orientation, disability, veteran status, or any legally protected categories. Alternative application methods are available for individuals with disabilities upon request.