Advisory Solutions Consultant - SLED

SailPoint is a leading provider of identity security for the modern enterprise. Through AI-driven identity security, we enable our customers to streamline processes at scale to drive efficiencies and add value. SailPoint is seeking an Advisory Solution Consultant to support the US South Central sales regions for SLED accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives, acting as a strategic advisor and influential leader for our customers and internal teams.

Within the first 4 months you will:
Learn the Identity Security and Identity Management space. Participate in demos, best practices training, presentation skills training, and negotiation. Handle initial demos and discussions in IGA. Attend Revenue Onboarding for a deep dive into Challenger Sales training. Hone technical discovery skills through SE Scrum groups. Pitch to Account Executives (AEs) to master messaging and build relationships. Navigate internal relationships with Customer Success Managers, Product Management, Professional Services, and Partners.

Coordinate with AEs before and after client calls, tying what is presented back to business value. Within 6 months to 1 year, you will:
Contribute to building new technical collateral for organization-wide use. Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPA. Speak at national or regional conferences and meetups. Proactively network and build your own personal brand. Articulate the business value of SailPoint as a strategic sale. Communicate at the business level with clients outside of IT, such as HR, Finance, risk management, counsel, and lines of business.

Be fluent in the language of Identity Security. Articulate the business value of SailPoint as a strategic sale.

Actively participate in the sales process and work closely with the direct and channel sales teams, seen as a leader within opportunities by sales & customers. Discover and understand customer requirements, aligning our solutions to those requirements, and lead maturity assessments with prospects. Present SailPoint business functions, value, and competitive differences, regularly presenting to C-level audiences with a focus on business value.

Provide product demonstrations to prospective customers, easily handling objections and questions from the audience. Identify opportunities to upsell our technologies in existing customers. Assist in developing RFP responses, participate in onsite and remote Proof of Value (POV) evaluations, and build solutions that can be used across the broader SE team. Support and advise the Sales Rep on commercial aspects of the opportunity.

Understand and simply explain Identity Security deployment models & Best Practices, bringing detailed knowledge of current industry trends such as Zero Trust & CIEM (Cloud Identity Entitlement Management). Act as a mentor to new SailPoint Solution Engineers, actively supporting the SE team across the region and taking on an element of team leadership. Write white papers, blogs, and social media posts that showcase our expertise in the Identity Security Market.

Actively take part in suggesting new ideas to solve problems in the company, turn the ideas into actions, and actions into results. Provide feedback to Product Management on product enhancements.

8+ years of professional experience as a pre-sales technical resource in an enterprise software company. 3+ years configuring, implementing, or managing software, preferably identity & access related. Experience running an IGA program is desirable. Detailed…