Sales Professional

4 weeks ago

Dubai, Dubai, United Arab Emirates Talent Pal Full time
Job Title: Sales Executive

At Talent Pal, we're seeking an experienced Sales Executive to join our team. As a Sales Executive, you will be responsible for selling our Identity Security Solution Suite to $2-$5B organizations.

About the Role:

We're looking for a sales executive who is experienced in navigating multinational accounts, generally at C-level. The successful candidate will use their previous experience in SaaS Cybersec or IAM/IGA to negotiate high-value contracts across what is generally a lengthy sales cycle.

Key Responsibilities:
  • Engage with approximately 30 target customers, typically involving a large number of POCs, BVAs, and RFPs as part of the sales motion.
  • Develop and maintain trusted relationships with senior-level decision-makers and other key buyers within the named accounts and partners.
  • Gain a thorough understanding of prospective clients' business and the industry in which they compete, identifying business drivers/needs that the company can help resolve.
  • Develop compelling business value propositions for our solutions and ultimately close business.
Path to Success:

In the first month, you should achieve the following milestones:

  • Establish an internal network and lead interlock meetings with virtual teams and key stakeholders.
  • Schedule weekly 1:1 meetings with your manager, including a TAM review agenda.
  • Ensure you have a buddy assigned and meet with them at least once a week.
  • Demonstrate your understanding of financial terms and how we currently measure financial success at Talent Pal.
  • Familiarize yourself with our language of acronyms and technical terms, so you can actively participate in meetings.
  • Ask your manager to share the strategic objectives of your department, followed by your team's objectives, and finally, where your role fits in.
  • Achieve the Bosun enablement badge.

Continuing to build those foundations, you should have achieved the following milestones by the end of your second month:

  • Sorted TAM accounts into sales priority order and reset/clean pipeline.
  • Set amounts next to all A accounts and make introductions with them.
  • Developed a territory plan, presented, and signed off by Sales Management.
  • Created a stakeholder map for key partners that are influencers in your A accounts and devised approaches to connect with them.
  • Presented pipeline growth plan to Management.
  • Demonstrated SFDC hygiene with regular accurate activity and updates.
  • Completed the Crew Member Value Proposition Tool and scheduled time with your manager to discuss.

Building on the foundations, you should have achieved the following milestones by the end of your third month:

  • Implemented an operating cadence with virtual team (meetings in place with clear purpose).
  • Developed strategies to approach A accounts, presented to Management, and approved.
  • Customers from A accounts know who you are, relationship maps in SFDC completed.
  • Achieved the 1st Mate enablement badge.

By the end of your fourth month, in addition to the attainment and continued development of your first three months' activities, you will have:

  • Created account plans for all A accounts.
  • Created opportunity plans for all A accounts.
  • Presented forecast for self-generated opportunities and expected time/path to first sale.
  • Shown progress through sales stages for any inbound/inherited opportunities (from 540).
  • Achieved the Sailing Master enablement badge.

On completing your first successful six months at Talent Pal, in addition to the previous milestones, you will have:

  • Achieved strong correlation between engagement rate and all A accounts.
  • Achieved strong correlation between pitch rate and all A accounts.
  • Quarter Master enablement badge completed.
  • Captain enablement badge completed (including stand and deliver).
Education:

Preferred but not required: Bachelor's degree or global equivalent in an IT business or sales-related field.

Travel:

Business travel of approximately 50 percent yearly is expected for this position.

Talent Pal 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.

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