Are You Ready to Make an Impact in Identity?
We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics.
As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture.
We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.
Our employees voted us “best places to work” – 10 years in a row.
Digital Sales Representative
We are seeking a talented, enthusiastic, and motivated Digital Sales Representative who will be responsible for driving sales growth through proactive outreach, relationship building, and strategic sales tactics. Using your experience in SaaS (Software as a Service) opportunity creation & sales, you will be responsible for delivering a positive customer experience using the SailPoint sales model while maximizing revenue in target accounts. In this role, you will be linked with a team of field sales counterparts (Outside Account Executive, SEs, Channel Partners, etc.) helping to penetrate new accounts and cross-sell into existing SailPoint accounts.
The ideal candidate is a dynamic individual with effective communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques.
In addition, you’ll need:
Fluency in Mandarin Chinese is a must
Proficiency in Cantonese will be a plus
Prior experience in selling a complex SaaS-based solution will be a big merit
The role is Hybrid based out of Singapore
The Path to Success
Our most successful DSR’s achieve these milestones to achieve early productivity
& success. Within the first month your goals will include:
Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, Access Identity University, and complete role specific suggested courses.
Familiarize yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.
Complete Challenger Sales Training
Make use of all video collateral to augment onboarding training.
Learn the SailPoint pitch.
Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)
Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager.
Listen in and shadow your first discovery call.
Ensure access to and familiarity with all tools in your digital tech stack. Walk your manager through prospecting efforts with LinkedIn, 6Sense, TechTarget, ZoomInfo. Demonstrate knowledge in how to uncover corporate insights and persona-based imperatives.
Demonstrate how to sequence prospects, both outbound and inbound, effectively action all leads within time bound SLAs, and convert to opportunities within Salesforce.
By the time you have been with SailPoint for 3 months you will have:
Completed Challenger Sales Training & Introduction to Commercial Insights.
Completed Revenue Onboarding.
Completed mock discovery call and refined SailPoint Pitch.
Commenced the development plan process by reviewing the "Building a Plan" Guru Card.
Created a development plan for yourself and reviewed with your manager for alignment.
Continued to have periodic meetings with your buddy.
Shadowed 4 Discovery Calls.
Aligned and mapped your top 4 accounts.
Made your first 10 calls in Outreach.
Booked your first discovery call.
Created a minimum of one opportunity in Salesforce.
Delivered against Core KPI’s as documented in KPI Dashboard.
By the end of your first 6 months, along with the previous milestones you will have:
Achieved funnel & pipeline targets and all critical activities managed through the KPI dashboard.
Closed a deal, as marked by DSR Closer, with support from AE (Account Executive).
By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:
Delivered against yearly target for funnel and pipeline.
Maintained KPI results on track with targets.
Closed deals independently without support of AE.
Education:
Preferred but not required: Bachelor's degree or global equivalent in an IT, business
or sales related field.
SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
Excited? We can’t wait to hear from you! Apply to join the #SailPointCrew!
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
