SailPoint Looking for LATAM Leader, Sales at Área metropolitana de Ciudad de México Full Time

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise.  SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. 

We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform.  Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk.

Our employees voted us “best places to work” – 10 years in a row.

LATAM Leader, Sales

The Sales Leader is responsible for leading all aspects of revenue generation, customer acquisition, and customer account penetration aimed at growing the company to larger-scale revenue. Specific areas of responsibility include direct sales, inside sales and sales engineering. The Sales Leader is accountable for delivering accurate sales forecasts and ensuring sales reach or exceed forecasts. Working closely with the rest of the sales leadership team, the Sales Leader will influence technology, product line planning, and strategic partnerships as well as other strategic goals and execution requirements. The Sales Leader will have primary responsibility for recruiting, hiring, training, developing, and motivating a world class LATAM sales team (covering Mexico, Brazil, Columbia, Costa Rico, Panama)

Our successful candidate will have the following specific experience and possess these necessary skills:

• Multilingual – English, Spanish and Portuguese.
• Must be located in Mexico City Metropolitan area.
• Relationships with Partners are critical to the success of this role.
• 5 or more years of sales and sales management experience consistently exceeding revenue and earnings expectations at scale in an Enterprise Software vendor.
• Exceptional track record of scaling and leading a field organization in a high growth company, or highly accountable role in a security division of a larger corporation. It is preferred that the Sales Director will be adept at the challenges of scaling a growth stage software company and sales team as a member of the executive staff.
• Proven sales management experience selling large, complex enterprise software products.
• Experience selling into the C suite is required.
• Demonstrated experience defining and executing on a multi-tier sales model, including field-direct, inside and partner / channel sales.
• Proficient understanding of solution selling processes, sales strategy, sales forecasting, and pipeline development.
• Demonstrated experience at the senior management level coordinating with peers and customers to contribute to product planning and strategy.
• Proven ability to recruit and lead a team of high achieving sales professionals.
• Demonstrated ability to quickly understand and overcome sales, customer, and managerial challenges; proven ability to setting clear goals, assigning responsibilities, measuring performance, and managing feedback to achieve quality and timely results.
• A process and quantitative orientation.
• Superb communication, leadership, and negotiation skills.
• A visionary who has built out and led extremely high performance teams without the corporate “cover” of a larger company brand.
• Personal qualities and characteristics the successful candidate will demonstrate include: integrity, confidence, humility, honesty, trust and teamwork.

Primary High Level Objectives

• Increasing sales productivity and invigoration of the sales force in LATAM.
• Forecast accuracy; hitting and exceeding revenue plan on a highly predictable basis.
• Building a world class team.
• Lowering the cost of customer acquisition.

The activities of the first few months are critical to creating the desired impact and acceleration of the business within your region.

Month 1 objectives:  First month is likely to be more internally focused.

• Embrace the onboarding sessions and go into them with a clear plan of what you need to get from them. 
• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure. 
• Work with TA to identify candidates for any open reqs and develop a plan/pipeline to address any potential backfill reqs.
• Arrange to meet key members of your leadership team and prepare for those meetings to get the maximum benefit from them. 
• Meet and begin to build relationships with supporting functions outside of your immediate reporting structure.
• Learn about our products, success stories and what sets us apart from our competitors.  You should be comfortable pitching the SailPoint value proposition.

Month 2 objectives:  During your second month your focus should begin to move beyond your immediate team:

• Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
• Evaluate the status quo within your install base, your target Customers & your Partners.
• Begin to arrange meetings with Customers & Partners
• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement. 
• Ensure that pipeline is 3x quota.

Month 3 objectives: 

• Develop a 3 year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
• Present the business plan to the AMS Leadership Team and subsequently the Global Executive Team to gain support.
• You should have identified the first of any new hires that you intend to make and have start dates confirmed.
• Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Ensure that pipeline is 3x quota.

By 6 months:

• Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.
• You should be able to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
• Ensure that pipeline is 3x quota.

By 12 months:

• You should have achieved the goals and milestone set out in your 3 year plan.
• You should re-analyse/improve/refine the People; Process; Cadence; Structure, both direct and indirect to ensure they continue to be supportive of the overall goals and able to execute against them.
• Ensure that there continues to be sufficient rigor within the forecasting process, demonstrated by continued accurate forecasting.
• You should continue to develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Ensure that pipeline is 3x quota.