Advisory Solutions Consultant

SailPoint is the leading, AI-driven security platform providing the autonomous governance that best solves the needs for the modern enterprise. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customer's demand.

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.

The role:

SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the US Northeast sales regions for Strategic accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives.

Responsibilities:

Actively participate in the sales process and work closely with the direct and channel sales teams

Discover and understand customer requirements and align our solutions to those requirements

Present SailPoint business functions, value, and competitive differences

Provide product demonstrations to prospective customers

Assist in developing RFP responses in coordination with our RFP response team Participate in onsite and remote Proof of Value (POV) evaluations

Provide feedback to Product Management on product enhancements

Requirements:5+ years professional experience as a pre-sales technical resource in an enterprise software company (B2B)
Excellent written and verbal communications skills

A working knowledge of technical infrastructure including web services, application servers, databases, virtualization, and directories is required

Conversant in modern SaaS architecture

Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable3+ years working with Identity, Governance and Access Management solutions is preferred

Our ideal candidate possesses:1) Technical pre-sales experience in complex enterprise environments2) Thorough understanding of Identity, Governance, User Administration, and Access Management.

Must-have attributes:

Exceptional communication skills

High EQ, expertise in discovering customer requirements

The ability to articulate and demonstrate enterprise solutions aligned to business outcomes.

Path to Success:

Within the first 4 months you will:

Learn the Identity Security and Identity Management space

Participate in demos best practices training, presentation skills training, negotiation,Handle initial demos and discussions in IGAAttend 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 useGrow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPASpeak at national or regional conferences and meet ups 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, lines of business

Be fluent in the language of Identity Security

Location:

Residence in the Northeast states is preferred.

We anticipate 25% travel and flexibility to travel within the US (primarily in the Northeast US ) will be necessary.

Education:

Preferred, not required: BA/BS or global equivalent8 years of related experience

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

As a part of the total compensation package, this role may be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation. SailPoint maintains broad salary ranges for its roles to account for variations in…