• Sell our Identity Security Solutions to State & Local Government and Higher Education entities.
• Use previous experience in SaaS, Cybersecurity, or IAM/IGA to negotiate high-value contracts.
• Utilize the Challenger sales methodology to engage with approximately 30 target customers.
• Navigate complex accounts, generally at the C level.
• Develop and maintain trusted relationships with senior level decision makers and other key buyers.
• Develop compelling business value propositions and ultimately close business.
• Leverage the support of influential channel partners, including the GSI's like Deloitte, PwC, EY, KPMG.

The path to success:

• 1st month:
• Established internal network & led interlock meetings with virtual teams & key stakeholders.
• Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda.
• Ensure you have a buddy assigned and meet with them at least once a week.
• Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint.
• Familiarize yourself with SailPoint's language of acronyms and technical terms.
• Ask your manager to share strategic and team objectives.
• Achieved “Bosun” enablement badge.
• 2nd month:
• Sorted TAM accounts into Sales priority order and reset/clean pipeline.
• Set $$ amounts next to all “A” accounts & make introductions.
• Territory plan developed, presented and signed off by Sales Management.
• Created a stakeholder map for key partners and devised approaches to connect.
• Presented pipeline growth plan to Management.
• Demonstrated SFDC hygiene with regular, accurate updates.
• Complete the Crew Member Value Proposition Tool and discuss with your manager.
• 3rd month:
• Implemented an operating cadence with virtual team.
• Developed strategies to approach “A” accounts.
• Customers from “A” accounts know who you are – relationship maps in SFDC completed.
• Achieved “1st Mate” enablement badge.
• 4th month:
• Created Account plans and Opportunity plans for all ‘A’ accounts.
• Presented forecast for self-generated opportunities.
• Shown progress through sales stages for any inbound/inherited opportunities.
• Achieved “Sailing Master” enablement badge.
• 6th month:
• Achieved strong correlation between engagement and pitch rate with all ‘A’ accounts.
• “Quarter Master” and “Captain” enablement badges completed.

Preferred qualifications:

• Bachelor's degree or global equivalent in an IT, business or sales related field.

• Business travel of approximately 50 percent yearly is expected for this position.
• Candidates can be located in Ohio, Indiana, Kentucky, West Virginia, Maryland, and Pennsylvania.
• Benefits and Compensation vary based on the location of your employment.
• As part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation.
• SailPoint maintains broad salary ranges to account for variations in knowledge, skills, experience, market conditions, and locations.
• Base salary for US-based employees: $120,100 - $171,600 - $223,100.
• Benefits:
• Health and wellness coverage: Medical, dental, and vision insurance.
• Disability coverage: Short-term and long-term disability.
• Life insurance and additional coverage options.
• Flexible spending accounts.
• Financial security: 401(k) Savings and Investment Plan with company matching.
• Flexible vacation policy and 8 paid holidays annually.
• Sick leave and Paid parental leave.
• Employee Assistance Program and voluntary benefits.
• Health Savings Account with employer contribution.
• SailPoint is an equal opportunity employer.