Digital Sales Representative

1 month ago

Sutton, United Kingdom SailPoint Full time

Are You Ready to Make an Impact in Identity?  
We hire the best to work with the best. Every SailPoint Crew Member embodies four characteristics. 

 
Wicked Smart  
Our people are the best and the brightest in our field and are always looking to grow and learn more. 
Determined  
With the right training and resources, our people drive their own projects, without micromanagement. 
Communicative  
Knowing what is going on in the company and in the industry requires two-way communication – both from our employees and from our leadership.
Collaborative  
We’re all on the same crew, and we like working both on our own and with each other – in the office, at community events or brainstorming over happy hour. 

The Role

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 maximising 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 who is very organised, has a knack for persuasion, and has a deep understanding of digital sales techniques. In addition, you’ll need:

Fluent spoken and written German language skills Prior experience in selling a complex SaaS-based solution. The role is Hybrid from our London office (1-2 days a week in the office)

The Path to Success

Our most successful DSRs achieve these milestones to achieve early productivity & success. Within the first month, your goals will include:

Complete the Getting Started Checklist, including Pre/Post Revenue Onboarding Coursework, attend HR onboarding Sessions, Access Identity University, and complete role-specific suggested courses. Familiarize yourself with the High-level Function Org. Chart, which provides 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, and ZoomInfo. Demonstrate knowledge of 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 them 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 it 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 KPIs as documented in the 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 the yearly target for funnel and pipeline. Maintained KPI results on track with targets. Closed deals independently without the support of AE.

SailPoint is an equal opportunity employer and we welcome everyone to our team. 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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