SailPoint is looking for 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.
You’ll need:
- Fluency in Cantonese is a must to support Hong Kong market
- Proficiency in Mandarin 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.
Excited? We can’t wait to hear from you! Apply to join the #SailPointCrew!
