• Must have Enterprise Software/Saa S Sales and some closing experience
• Must live in Brazil

• 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 Sail Point 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 Linked In, 6Sense, Tech Target, Zoom Info. 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.

• Completed Challenger Sales Training & Introduction to Commercial Insights.
• Completed Revenue Onboarding.
• Completed mock discovery call and refined Sail Point 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.

• 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).

• Delivered against yearly target for funnel and pipeline.
• Maintained KPI results on track with targets.
• Closed deals independently without support of AE.