RVP Enterprise Ohio

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

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.

We are seeking a Senior Sales Leader – Ohio or Pennsylvania to sell our Identity Security Solution.

We are searching for a Leader of our Enterprise organisation. This will include both direct management of the enterprise sales team and matrix leadership of the associated supporting functions.

This position is responsible for managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market‑leading IGA Solution Suite. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organisation's enterprise security.

The position requires someone with a successful track record of leading sales teams within high growth SaaS or Cyber‑sec organisations, and ideally someone who has led sales during a transition from on‑prem to SaaS. Our sales managers bring structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams.

The activities of first few months are critical to creating the desired impact and acceleration of the business within your region.

• Approach onboarding sessions with a clear plan to maximize their value and ensure you gain the necessary insights.
• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People;
  Process;
  Cadence;
  Structure.
• Work with Talent Acquisition to identify candidates for any open requisitions and develop a plan/pipeline to address any potential backfill requisitions.
• Coordinate meetings with key leadership and relevant peers, ensuring thorough preparation to maximize their value.
• Engage with and establish relationships with key supporting functions beyond your immediate reporting structure.
• Familiarize yourself with our products, success stories, and key differentiators. You should be confident in articulating the SailPoint value proposition.
• Passed “1st Mate” enablement badge.

• Evaluate the status quo within the non‑direct support structure, consisting of detailed analysis of People;
  Process;
  Cadence;
  Structure.
• Evaluate the status quo within your install base, your target Customers & your Partners.
• Begin to arrange meetings with Customers & Partners.
• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long‑term opportunities for improvement.

• Develop a 12‑month plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
• Present the business plan to your manager & the region‑specific Leadership Team.
• Identify the first of any new hires that you intend to make and have start dates confirmed.
• Develop plans with marketing and the partner team to show the white space opportunities in your existing customers and potential new logo opportunities, and identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
• Passed “Sailing Master” and “Quarter Master” enablement badges.

• Develop a 3‑year plan for your business, broken down by…