SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex identity challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.
We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing.Organizations struggle to understand who has access to what applications and data and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.
We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 10 years in a row.
We are seeking an experienced, highly motivated Sales Manager to be a part of our client focused organization. Reporting to the GVP, Japan, this leadership position is responsible for managing a team of sales professionals who sell to and support both end users and channel partners, leveraging all routes to market selling our market-leading Identity Management solutions.
The job:
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
Business travel of approximately 50 percent yearly is expected for this position.
About you:
Essential:
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.
The path to success:
The activities of first few months are critical to creating the desired impact and acceleration of the business within your region.
Month 1 objectives: First month is likely to be more internally focused.
Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them.
Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure.
Work with TA to identify candidates for any open reqs and develop a plan/pipeline to address any potential backfill reqs.
Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them.
Meet and begin to build relationships with supporting functions outside of your immediate reporting structure.
Learn about our products, success stories and what sets us apart from our competitors. You should be comfortable pitching the SailPoint value proposition.
Month 2 objectives: During your second month your focus should begin to move beyond your immediate team:
Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
Evaluate the status quo within your install base, your target Customers & your Partners.
Begin to arrange meetings with Customers & Partners
Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.
Ensure that pipeline is 3x to 5x quota.
Month 3 objectives:
Develop a 3 year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
Present the business plan to the ASEAN Leadership Team and subsequently the APJ Executive Team to gain support.
You should have identified the first of any new hires that you intend to make and have start dates confirmed.
Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
Ensure that pipeline is 3x to 5x quota.
By 6 months:
Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.
You should be able to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
Ensure that pipeline is 3x to 5x quota
By 12 months:
You should have achieved the goals and milestone set out in your 3 year plan.
You should re-analyse/improve/refine the People; Process; Cadence; Structure, both direct and indirect to ensure they continue to be supportive of the overall goals and able to execute against them.
Ensure that there continues to be sufficient rigour within the forecasting process, demonstrated by continued accurate forecasting.
You should continue to develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
Ensure that pipeline is 3x to 5x quota
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.
