Advisory Solutions Consultant

Position Overview

• Location Type: Remote
• Employment Type: Full-time
• Salary: Not specified

SailPoint is the leading Identity Security product and the only multi-tenant SaaS solution on the market. 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 customers demand. 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.

Requirements

• Experience: 8+ years of professional experience as a pre-sales technical resource in an enterprise software company
• Technical Experience: 3+ years configuring, implementing, or managing software, preferably identity & access related
• Desirable Experience: Experience running an IGA program
• Communication Skills: Excellent written and verbal communication skills
• Technical Knowledge: A working knowledge of technical infrastructure, such as application servers, databases, virtualization, and web services
• Proficiency: Proficiency with implementing business logic/workflow in a programmable environment

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

Initial Goals (Within 4 Months)

• 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

Long-Term Goals (Within 6 Months - 1 Year)

• Contribute to building new technical collateral for organization-wide use
• Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPAS
• Speak 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

Application Instructions

• (No specific application instructions are provided in the original job description.)