SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.The role:We are seeking an Enterprise Account Executive in Western Canada to sell our SailPoint Identity Security platform and adjacent solutions.Skilled communicator in first engagements and discovery calls, analyzing prospects' needs to qualify an opportunity.Proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.Provide a superior customer experience from the first discovery call and leverage competitor positioning, partner services and a broader value proposition.Lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.Operates as a team, selling collaboratively rather than independently.Act as the quarterback: take initiative and prepare the team on required actions prior to calls.Make decisions about engagement timing and hold people accountable for follow‑through.Create a territory or opportunity plan outlining steps to move from discovery to next sales cycle stages.Work closely with leadership to refine ideas and improve sales strategy effectiveness.Responsibilities:Exceed revenue quota goals on a quarterly and yearly basis.Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.Develop business plans that align with the assigned territory.Strategically engage with customers and business partners to maintain high customer service aligned with SailPoint’s core values.Collaborate with marketing to develop and execute marketing plans through/with partners and end users.Pursue all supplied leads and ensure internal systems are updated.Lead technical resources to demonstrate SailPoint’s advantages to the customer.Follow up with customers and partner with the post‑sale team to ensure consistent and ongoing account coverage, including new sales opportunities.Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing.Develop deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.Understand and communicate product and technological strategies employed by competitors.Initiate, navigate, and manage discussions across all levels of a customer’s organization.Utilize channel management and reporting tools, including accurate forecasting and Salesforce hygiene.The path to success:1‑month milestonesEstablish plan for existing customers, identifying opportunities for uplift and account potential.Segment account list into top 30 focused accounts and Top 3 Big Bet accounts.Meet with former account managers to capture history.Meet with partners of existing accounts to understand their services.Work with Marketing Manager on marketing plan.Work with Channel Manager on channel plan.2‑month milestonesCreate stakeholder map for key partners that influence the Top 30 accounts.Demonstrate Salesforce hygiene with regular, accurate activity and updates.Meet weekly with sales management to update Salesforce and Clari.3‑month milestonesComplete territory plan and present to Sales Management.Provide existing account overview and potential.Prioritize accounts with potential.Clean pipeline to establish gap to target.Marketing and channel plans to close gap to target.Identify opportunities to extend value for existing customers.Lead operating cadence with virtual team.Achieve “1st Mate” enablement badge.4‑month milestonesCreate account plans for key accounts.Create opportunity plans for key opportunities.Present forecast for self‑generated opportunities and expected time to first sale.Develop strategies to approach Top 30 accounts and present to management.Complete relationship maps in Salesforce.Show progress through sales stages for inbound/inherited opportunities.Present SailPoint value proposition to manager or internal stakeholders.6‑month milestonesBuild a pipeline of 2–3 times the target.Progress existing pipeline.Refine “go to market” messaging for this segment, highlighting key messaging versus Microsoft and Okta, partner perks, and pricing challenges.Complete “Captain's” badge on HighSpot.EducationPreferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales‑related field.TravelBusiness travel of approximately 50 % yearly is expected.Equal Opportunity EmployerSailPoint is an equal opportunity employer and welcomes 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.Benefits and CompensationBenefits and compensation vary by location and employment nature. The role may be eligible for the SailPoint Corporate Bonus Plan, role‑specific commission, and equity participation. Base salary estimate for Canada‑based employees is $166,450.Benefits Overview:Health, dental, and vision insurance.Short‑term and long‑term disability coverage.Life insurance and accidental death & dismemberment for employees, spouses, and children.Time‑off benefits.Paid holidays.Sick leave.Employee Assistance Program and care counselors.#J-18808-Ljbffr

📌 Software Sales Executive - C$166,450 A Year (Winnipeg)
🏢 SailPoint
📍 Winnipeg