Digital Sales Representative - Middle East
Key Skills for This Role
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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.
Qualifications
- This position requires an ambitious self-starter and someone that can effectively process inbound inquiries and identify qualified leads and opportunities. Relationship selling skills, with the ability to manage sales calls at varying levels of customer accounts, are essential.
- 2+ year of successful experience in telemarketing, preferably in technology
- Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence
- 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 [email protected] 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.
About SailPoint
Public identity security software company serving enterprises with cloud and customer-hosted solutions for managing identities and access.
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