Digital Sales Representative

2 months 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’s 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. 

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 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 Sales 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 strong communication skills, very well organized, a knack for persuasion, and a deep understanding of digital sales techniques.

This is a hybrid role with 2 days per week in the London office. Commuting distance of London essential

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. Meet the Team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with those your manager has identified as key stakeholders.) Learn SailPoint Pitch. Listen in and shadow your first discovery call. Complete Challenger Sales Training Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your Manager. Make use of all video collateral to augment induction training. 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. Walk your Manager thru prospecting efforts with LinkedIn, 6Sense, TechTarget, ZoomInfo. Build out an opportunity in SFDC, show how to sequence prospects, action MQLs, IALs etc. Ensure access to and familiarity with all tools in your stack.

By the time you have been with SailPoint for 3 months you will have:

Commenced the development plan process by reviewing the "Building a Plan" Guru Card. Be tracking previous months activities and understand gaps. Completed mock discovery call and refine SailPoint Pitch. Completed Challenger Sales Training & Introduction to Commercial Insights. Delivered against Core KPI’s Have created a development plan for yourself and review with your manager for alignment. Continued to have periodic meetings with your buddy. Completed Revenue Onboarding.  Shadowed 4 Discovery Calls.  Made your first 10 calls in Outreach.  Booked your first discovery call.  Have aligned into and mapped your top 4 accounts. Successfully created your first opp in Salesforce.

By the end of your first 6 months, along with the previous milestones you will have:

Created funnel & pipeline results based on Targets by your Manager. Maintained KPI results on track with targets. DSR running DSR closer deal with support from AE.

By the end of your first 12 months at SailPoint, along with the content in the previous milestones you will have:

Delivered yearly target for funnel and pipeline. Maintained KPI results on track with targets. DSR Closer deals being run solely without 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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