Douglas Duff

As a Senior Public Sector Sales Executive at SailPoint I am responsible for driving net‑new and expansion revenue for SailPoint’s Identity Security Cloud platform within government and broader public sector accounts, while acting as a strategic advisor on identity and security modernization. This role combines enterprise SaaS selling, public sector domain knowledge, and complex account leadership to grow SailPoint’s footprint across assigned territories and agencies.

• Drive net-new and expansion revenue for SailPoint’s identity security platform in public sector accounts.
• Owned territory of public sector accounts, ensuring pipeline generation, forecast accuracy, and revenue performance.
• Execute strategic account plans for top agencies, mapping stakeholders and identifying business drivers.
• Lead full enterprise sales cycle for SaaS offerings, including prospecting, qualification, and negotiations.
• Positioned SailPoint as trusted advisor on identity governance and compliance within public sector contexts.
• Built and nurtured executive-level relationships across various senior roles to influence decision-making.
• Orchestrate internal resources to secure strategic deals and ensure successful implementations.
• Maintain rigorous pipeline development through prospecting, collaboration with partners, and targeted campaigns.

• Provided Support and training to 130+ Snow Account executives as they became familiar with Snow Commander Cloud Management Software acquired via Embotics
• Identified potential opportunities for Cloud Management sales cycles and eliminated non-opportunities.
• Identified the appropriate time to involve other members of the team ie. Solutions Consultants, Product Management or Leadership.
• Negotiate agreements
• Scoped Technical requirements of prospect and identified any gaps in product capabilities.
• Served as liaison between certain departments to implement new improvement plans and changes.
• Coached team on company policies, procedures, and best practices to enhance operational efficiency, employee productivity and subsequently decrease labor costs.
• Provided comprehensive product presentations and demonstrations to potential clients and existing customers. This ranged in nature from product overview to technical demo to product roadmap.

Joined Snow via acquisition of Embotics

• Conducted site visits to assess needs, demonstrate products and recommend strategic solutions for customer requirements often interacting with the customer at the C, VP or Director levels.
• Showcased features of diverse products, provided information and redirected objections.
• Calculated production, delivery and installation costs to provide customers with accurate quotes.
• Leveraged in-depth understanding of end-to-end customer experience to identify pain points and latent customer needs.
• Contacted new and existing customers to outline benefits of products.
• Fostered relationships with customers to expand customer base and retain business.
• Improved overall customer purchasing experiences to promote steady revenue.
• Followed-up with clients after installations to assess quality service and customer satisfaction.
• Prepared and processed contracts and order forms for new and existing customers.
• Kept up-to-date with regional market and industry trends to optimize marketing and sales plans.
• Spear-headed cross-functional collaboration efforts with Marketing and Operations teams to initiate new Sales/Marketing campaigns in new regions for the purpose of generating new opportunities and revenue.

• Implemented regional sales plan for assigned territories in conjunction with corporate sales objectives. Including, but not limited to Canadian Federal Government accounts (DND, SSC, IRCC, LAC etc...)
• Worked with technical account management, sales and product teams to identify and remove obstacles blocking performance.
• Nurtured professional relationships through personal client meetings and consistent check-ins.
• Oversaw key account relationships by gaining in-depth understanding of needs and interacting directly with key clients.
• Researched and discovered new sales opportunities to elevate revenue and market share.
• Headed negotiations to formulate and secure contracts across accounts.
• Devised direction for strategic accounts by crafting strategies based on market insights and competitive landscape.
• Created strategic sales plans and measured success to monitor and document execution and effectiveness.
• Developed KPIs and measured by conducting business reviews to track progress and assess client commitments against achievement.
• Executed contracts by coordinating with sales and contract teams.
• Established relationships with channel partners, Resellers and Global Systems Integrators to maximize market reach and develop new opportunities.
• Maintain internal CRM (Salesforce); Generate relevant sales pipeline reports on timely basis.

• Performed extensive research on all inquiries and concerns to achieve complete client satisfaction.
• Consulted with customers to discuss concerns and offer detailed information.
• Worked with colleagues to fulfill special customer requests such as product Enhancement Requests and Bug fixes.
• Proactively recommended changes based on consumer needs and market trends to grow company.
• Functional needs assessments.
• Product/company presentations.
• Resource allocation.
• Information facilitation.
• Financial / business negotiations.
• Customer retention through contract renewal process.

• Conduct Gait analysis to determine proper category of running shoe required by customers
• Managed logistics
• Trained and Educated new staff.
• Worked closely with suppliers to maintain inventory.
• Responsible for Opening and Closing Duties.
• Created and maintain Sports4 Run Group
• Managed Social Media
• Delegated daily tasks to team members to optimize group productivity.
• Directed and led employees, supervising activities to drive productivity and efficiency.
• Collaborated with store manager to develop strategies for achieving sales and profit goals.
• Organized schedules, workflows and shift coverage to meet expected business demands.
• Completed inventory audits to identify losses and project demand.
• Oversaw team development according to industry service standards to further customer loyalty.

• Contract with Canada Revenue Agency
• Inspected Tax Returns from the following categories:
  - Temporary Foreign Workers
  - Non-residents
  - Canadian citizens living abroad
  - Retired Canadians collecting a pension from other countries as well as Canada
  
• Consistently exceeded determined production target of 32 claims processed per hour with over 95% accuracy