Federal Sales Executive (System Integrator)

Job Description

We are seeking an experienced, highly motivated Federal sales professional.
This position is responsible to sell to and support both end users and channel
partners, leveraging all routes to market. The Sales Executive will sell "TO"
not "THROUGH" Federal Government System Integrators,our marketing leading
Identity Management solutions by gaining a thorough understanding of the
client's business and the industry in which they compete, the corresponding IT
initiatives, identifying needs which the company can help resolve, developing
compelling business value proposals for our solutions and ultimately closing
business. The Sales Executive will also develop and maintain trusted
relationships with senior level decision makers and other key buyers within the
named accounts and partners. The territory will be a select number of
Government System Integrators and the goal will be internal use for this
territory. (Sell to) Responsibilities:
* Exceed revenue quota goals on a monthly, quarterly, and yearly basis.
* Demonstrate the ability to address each customer's and partner's unique
inquiry, while providing them with the proper information and appropriate
solution based on the customer's specific needs and interests.
* Develop business plans, which align to the assigned geographic and
business needs.
* Engage and work with business partners where appropriate.
* Collaborate with Marketing to develop and execute marketing plans
through/with end users and partners.
* Follow-up on all leads supplied and ensure internal systems are updated.
* Marshal and lead the appropriate technical resources to demonstrate
SailPoints advantages to the customer.
* Follow-up with clients and work with Sailpoint post-sale account managers
to ensure consistent and ongoing coverage of account including new sales
opportunities.
* Understand and work in all aspects of the sales cycle, including
qualifying, presentations, demonstrations, RFP responses, negotiations
and the closing process.
* Develop and maintain a deep understanding of the territory including the
customers, the prospects, the partners, the influencer's, and the
competitors.
* Understand and communicate all product and technological strategies
employed by competitive and complimentary organizations in the SailPoint
market space.
* Maintain the highest level of customer and partner satisfaction within
the accounts in your territory.
* Maintain a positive, professional 'total customer service' attitude and
demonstrate the company's Core Values.
* Coordinate, plan, and schedule sales support functions with Technical
Sales staff.
* Demonstrate the ability to create and manage conversations at all
business and technical levels of a client's organization from their CEO
to a Systems Administrator.
* Utilize all channel management and reporting tools.
Skills:
* 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.
* 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.
* Territory Management: Manage territory, considering each and all accounts
collectively; establish accurate plans and forecasts; prioritize efforts;
generate short term results while holding a long-term perspective to
maximize overall territory viability.
* Effective Communication: Deliver oral and written communications that are
impactful and persuasive with their intended audience.
* 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 sal
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
Education:Bachelor's degree or global equivalent in an IT, business or sales
related :Business travel of approximately 30 percent yearly is
expected for this position.Experience Requirements:- 5 years of Business to
Business sales experience, with 3 years in the Enterprise SaaS Industry
-5 years of Selling to (internal) Government System Integrators (Sell to)-
Proven results in a quota-oriented sales environment and an understanding of
technology and technological innovations- Proven negotiation skills and the
ability to persuade and influence decision makers and executives is required.
Effective at presenting to executive management, i.e. C-Level- Professionalism,
personal integrity, a high internal commitment to achieve success, the ability
to build and maintain a vast network of professional relationships over a long
period of time, strong oral and written communication skills
All qualified applicants will receive consideration for employment without
regard to race, color, religion, sex, sexual orientation, gender identity,
national origin, disability, or veteran status.
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