Digital Sales Representative

Digital Sales Representative (DSR) ※日本語は英語の後に記載しています Are You Ready to Make an Impact in Identity? At SailPoint, we hire the best to work with the best. Every SailPoint Crew Member embodies four core characteristics: Wicked Smart – Our people are among the best and brightest in the industry and continuously seek to learn, grow, and innovate. Determined – With the right training and resources, our team members take ownership of their work and drive projects forward independently. Communicative – Transparency and effective two-way communication between employees and leadership are essential to understanding what is happening within the company and across the industry. Collaborative – We operate as one crew, working both independently and together to achieve success. Role Overview SailPoint is seeking a highly motivated and results-driven Digital Sales Representative (DSR). In this role, the DSR is responsible for building strong customer relationships and generating revenue through the sales process while partnering closely with SailPoint stakeholders and channel partners. The DSR supports the field sales organization by generating pipeline opportunities and managing smaller opportunities through to closure, enabling field sales teams to focus on larger strategic deals. Key Responsibilities Pipeline Generation Generate qualified sales opportunities by engaging with prospects who interact with SailPoint’s marketing initiatives, including digital campaigns, webinars, and events. Conduct discovery conversations to understand customer challenges, business objectives, and identity-related pain points. Utilize effective probing questions to uncover both explicit and latent customer needs and convert them into actionable opportunities. Collaborate closely with Account Executives to align on account strategy and customer priorities for named accounts. Execute targeted account penetration activities by identifying additional stakeholders, expanding engagement within existing accounts, and positioning SailPoint solutions that address evolving customer requirements. Opportunity Management Manage the sales pipeline within Salesforce (SFDC) by organizing, tracking, and monitoring key sales activities, customer interactions, and opportunity signals to ensure predictable, efficient, and effective revenue generation. Maintain accurate sales forecasts based on realistic opportunity assessments and pipeline health. Leverage SailPoint’s discovery methodology to identify customer-specific challenges and pain points, ensuring that opportunities are properly qualified and aligned with customer priorities. Engagement Collaborate seamlessly with internal SailPoint stakeholders, including Account Executives, Sales Engineers, Marketing, and Partners, to drive effective sales execution. Work closely with the channel ecosystem to ensure opportunities progress through the sales cycle and move toward successful closure. Align with customers on next steps and confirm mutual understanding of the proposed solutions and commercial terms. Sales Execution and Revenue Growth Manage the full sales cycle for Digital Sales-led opportunities, from qualification through closing. Build and maintain trusted relationships with customers primarily through web-based meetings, identifying their business needs and proposing appropriate SailPoint solutions that deliver value. Partner with channel partners to advance deals through the sales stages and increase win probability. Prepare quotations and manage order processing for Digital Sales opportunities. Proactively pursue and achieve or exceed quarterly sales targets. Qualifications Minimum of 5 years of experience in enterprise IT solution sales Proven ability to manage the full sales cycle, from prospecting to closing Strong pipeline generation and hunting capabilities to expand business opportunities Growth mindset with the ability to increase deal size and drive account expansion Results-oriented with strong focus on metrics, forecasting accuracy, and pipeline linearity Experience building and leveraging partner ecosystems to support run-rate business Self-motivated and capable of working independently while contributing as part of a team Strong learning agility and adaptability, with continuous interest in business and emerging technologies (“growth mindset”) Knowledge of security and Identity Governance solutions is a strong plus Excellent verbal and written communication skills Strong organizational skills, prioritization, discipline, and accountability The Path to Success First Month Complete onboarding and required training. Learn SailPoint messaging and sales process. Meet key stakeholders (team, AE, marketing, manager). Get familiar with sales tools and prospecting platforms. Observe discovery calls and begin prospecting activities. Within 3 Months Complete all onboarding and sales training. Conduct mock discovery call and refine SailPoint pitch. Start active prospecting and book first discovery meeting. Create first opportunity in Salesforce. Align target accounts and development plan with manager. Within 6 Months Consistently deliver core KPIs and pipeline targets. Close first deal with AE support. Within 12 Months Achieve yearly funnel and pipeline targets. Maintain KPI performance. Close deals independently. Education Bachelor’s degree preferred (not required), or equivalent professional experience. Excited? We can’t wait to hear from you. Apply today to join the #SailPointCrew. ----- Digital Sales Representative（DSR） Role Overview（職務概要） SailPointのDigital Sales Representativeとして、マーケティング活動や営業活動を通じて創出された見込み顧客に対し、課題やニーズのヒアリングを行い、営業機会の創出および小規模案件のクロージングを担当。 SailPoint社内のAccount Executive、Sales Engineer、Marketing、パートナー企業と連携しながら、営業パイプラインの拡大および収益成長に貢献。フィールドセールスが戦略的な大規模案件に集中できるよう、デジタルセールス主導の案件創出から受注までを一貫して推進。 主な業務内容 パイプライン創出（Pipeline Generation） デジタルマーケティング施策（ウェビナー、イベント、キャンペーン等）に関与した顧客に対してアプローチし、営業機会を創出 顧客とのディスカバリーを通じて、ビジネス課題やIdentity管理に関するニーズ・ペインポイントを特定 プロービングクエスチョンを活用し、顕在ニーズだけでなく潜在ニーズを引き出し、案件化を推進 Account Executiveと連携し、担当Named Accountの戦略や顧客状況を共有・整合した上でアカウントペネトレーションを実施 新規ステークホルダーの発掘や部門展開を通じて、既存顧客内でのビジネス拡大を推進 オポチュニティ管理（Opportunity Management） Salesforce（SFDC）を活用した営業パイプライン管理 営業活動、顧客インタラクション、案件進捗の可視化および管理 案件の現実的な評価に基づく売上予測の作成・更新 SailPointのディスカバリープロセスに基づき、顧客課題の整理および案件クオリフィケーションを実施 社内外ステークホルダーとの連携（Engagement） Account Executive、Sales Engineer、Marketing、パートナー企業など社内外関係者との連携による営業活動の推進 チャネルパートナーと協働し、案件の進展および受注確度の向上を支援 顧客と次のアクションや提案内容について合意形成を行い、案件の前進を促進 販売活動および収益拡大（Sales Execution & Revenue Growth） Digital Salesが担当する案件について、クオリフィケーションからクロージングまで営業サイクル全体を管理 主にオンラインミーティングを通じて顧客との関係構築・維持を行い、ニーズに応じたSailPointソリューションを提案 パートナーと連携し、案件の各営業ステージを前進させ受注を推進 見積作成および受注処理などの営業プロセスを担当 四半期ごとの営業目標の達成および超過達成を目指した営業活動を実施 応募資格・求めるスキル エンタープライズ向けITソリューション営業経験（5年以上） プロスペクティングからクロージングまで営業サイクル全体を管理できる能力 新規案件創出およびパイプライン拡大に向けたハンティングスキル ビジネス拡大を志向する成長マインドセット 売上予測やパイプライン管理など、数値管理に対する高い意識 パートナーエコシステムを活用した営業活動の経験 自立して業務を遂行できると同時にチームワークを重視できる人物 新しいビジネスやテクノロジーを継続的に学ぶ姿勢 セキュリティ領域およびIdentity Governanceに関する知識があれば尚可 高いコミュニケーション能力（口頭・文書） 業務の優先順位付け、自己管理能力、説明責任 オンボーディング後のマイルストーンと期待値 最初の1ヶ月 オンボーディングおよび必須トレーニングの完了 SailPointのメッセージングと営業プロセスの理解 チーム、AE、マーケティング、マネージャーなど主要メンバーとの顔合わせ 営業ツール・プロスペクティングツールの習熟 Discovery Callの同席・見学とプロスペクティング開始 3ヶ月以内 すべてのオンボーディングおよび営業トレーニングの完了 模擬Discovery Callの実施とSailPointピッチのブラッシュアップ プロスペクティング活動の本格開始、初回Discovery Meetingの獲得 Salesforceで最初の商談（Opportunity）を作成 ターゲットアカウントと成長計画をマネージャーと合意 6ヶ月以内 KPIおよびパイプライン目標を安定して達成 AEのサポートのもとで最初の案件をクローズ 12ヶ月以内 年間のファネル／パイプライン目標を達成 KPIパフォーマンスを維持 AEのサポートなしで案件をクローズ可能になる 学歴 学士号が望ましい（必須ではない）または同等の職務経験。 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 applicationassistance@sailpoint.com 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.