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SailPoint

Identity governance and access security software

Enterprise Sales Representative

Account ExecutiveUpdated on Nov 10
Full-timeSeoul, South KoreaNo salary listed

About the Job

Requirements

  • Experience managing multinational accounts and engaging with C-level executives is required.
  • Experience selling SaaS, cybersecurity, or identity and access management/identity governance and administration solutions is required.
  • Ability to lead negotiations for high-value contracts with long sales cycles is required.
  • Ability to use the Challenger Sales Methodology to engage approximately 30 target accounts and achieve assigned quota is required.
  • Ability to lead sales stages including proof of concept, business value assessment, and requests for proposal is required.
  • Ability to understand prospective customers' businesses, competitive industries, and IT initiatives; identify business challenges and needs; develop compelling business value propositions; and close deals is required.
  • Ability to build and maintain trusted relationships with senior decision-makers and key buyers within designated accounts and partners is required.
  • A bachelor's degree or higher in IT, business, or a sales-related field is recommended but not required; equivalent overseas degrees or qualifications are accepted.
  • Ability to travel domestically and internationally approximately 50% annually is required.

Responsibilities

  • Sell SailPoint's identity governance and administration solution portfolio to large enterprise customers with revenues of approximately $2 billion to $5 billion, primarily as SaaS solutions.
  • Engage approximately 30 target accounts and work toward assigned sales quota using the Challenger Sales Methodology.
  • Lead proof-of-concept, business value assessment, request-for-proposal, and other sales stages.
  • Expand the market through direct customer sales and collaboration with influential channel partners, including global systems integrators such as Deloitte, PwC, EY, and KPMG.
  • Understand prospective customers' businesses, competitive industries, and IT initiatives; identify business challenges and needs; develop compelling business value propositions; and close deals.
  • Build and maintain trusted relationships with senior decision-makers and key buyers in assigned accounts and partner organizations.
  • Build internal networks and lead alignment meetings with remote collaboration teams and key stakeholders.
  • Establish weekly one-on-one meetings with the manager, including a territory account manager review agenda; ensure a buddy is assigned and meet at least weekly.
  • Explain how SailPoint measures financial performance, become familiar with company acronyms and technical terminology, and align personal role goals with department and team strategic objectives.
  • Organize territory account manager account lists by sales priority, reset and clean the pipeline, set budgets for all A accounts, and initiate contact with key customers.
  • Develop, present, and obtain sales management approval for a territory plan; map stakeholders among influential partners in A accounts and develop engagement strategies; and present a pipeline growth plan to executives.
  • Maintain accurate, current sales activity and account data in Salesforce.
  • Complete the Crew Member Value Proposition Tool and discuss it with the manager.
  • Establish a regular meeting cadence with remote collaboration teams and create meetings with clear objectives.
  • Develop and present an approach strategy for A accounts to executives for approval; ensure A-account customers recognize the representative and complete relationship maps in Salesforce.
  • Obtain the 1st Mate enablement badge, the Sailing Master enablement badge, the Quarter Master enablement badge, and the Captain enablement badge, including the Captain presentation and performance component.
  • Create account plans and opportunity plans for all A accounts; forecast self-sourced opportunities and estimate the timing and path to the first sale; and demonstrate specific progress on inbound or inherited opportunities at stages 5 to 40.
  • Achieve strong correlation with customer engagement rate and pitch rate across all A accounts.

About the Company

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SailPoint

Identity governance and access security software

SailPoint provides identity security solutions that help enterprises manage digital identities. Its products—IdentityIQ, IdentityNow, and File Access Manager—offer identity governance, access management, and file access control with automated workflows, policy enforcement, and analytics, using AI and ML to improve decisions and detect anomalies. The company differentiates itself with comprehensive governance across on-prem, cloud, and hybrid environments and a subscription-based model that combines software licenses, maintenance, and professional services. Its goal is to help customers meet regulatory requirements, reduce risk, and maintain strong security across large organizations, governments, and financial institutions.

Company size
1,001-5,000
Company stage
IPO
Headquarters
Austin, TX
Founded
2004

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