数字销售代表
Digital Sales Representative
准备好在身份领域产生影响了吗？
我们聘请最优秀的人才与最优秀的人一起工作。每一位SailPoint团队成员都具备四个特点。
聪明绝顶
我们的员工是该领域的佼佼者，他们不断寻求成长和学习的机会。
坚定
在正确的培训和资源支持下，我们的员工能够自主推动项目，无需过度管理。
善于沟通
了解公司和行业动态需要双向沟通——来自员工和领导的双向交流。
协作共赢
我们都是同一支队伍，喜欢独立工作，也喜欢相互合作——在办公室、社区活动或欢乐时光中头脑风暴。
SailPoint正在寻找一位有才华、热情且有动力的数字销售代表，负责通过主动接触、关系建立和战略销售策略推动销售增长。凭借你在SaaS（软件即服务）机会创建与销售方面的经验，你将使用SailPoint销售模式提供积极的客户体验，同时在目标客户中最大化收入。在这个职位上，你将与现场销售团队（外部客户经理、解决方案工程师、渠道合作伙伴等）合作，帮助渗透新客户并交叉销售到现有的SailPoint客户。
理想的候选人是一位充满活力、沟通能力强、非常有条理、擅长说服他人，并对数字销售技巧有深入了解的人。
成功之路
我们最成功的DSR会达成这些里程碑以实现早期的生产力和成功。第一个月的目标包括：
- 完成入门检查清单，包括预/后收入入职课程、参加人力资源入职会议、访问身份大学，并完成与岗位相关的建议课程。
- 熟悉高层职能组织架构；了解我们五个主要业务职能及组成它们的团队。
- 完成挑战者销售培训。
- 利用所有视频材料来补充入职培训。
- 学习SailPoint的销售话术。
- 与团队——数字销售、你的客户经理、市场部、渠道部、销售管理层见面。（根据经理指定的关键利益相关者安排介绍会议）
- 与你的伙伴见面，并与经理安排每两周一次的会议和一对一沟通。
- 参与并观察你的第一次发现通话。
查看英文原文
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.
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.
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.
Education requirements: Bachelors degree or equivalent work experience
Excited? We can’t wait to hear from you! Apply to join the #SailPointCrew!
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
Originally posted on Himalayas