Advisory Solutions Consultant

Position Overview

• Location Type: Onsite (Bay Area preferred)
• Job Type: Full time
• Salary: Not specified

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

What You'll Do to Be Successful

Within the first 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.

Within 6 months to 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 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.

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 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.
• Excellent written and verbal communication skills.
• A working knowledge of technical infrastructure, such as application servers, databases, virtualization, and web services.
• Proficiency with implementing business logic/workflow in a programmable language such as Java, JavaScript, PowerShell, etc.
• Hands-on experience with JSON APIs and API tools such as Postman.
• Hands-on experience working with XML, LDAP or Active Directory and/or EntraID, ERP platforms/software, IaaS providers such as AWS and Azure, and SQL is desirable.
• Must-have attributes include exceptional communication skills, high EQ, expertise in discovering customer requirements, and the ability to articulate and demonstrate enterprise solutions aligned to business outcomes.

Location & Travel

• Residence in the Bay Area is preferred.
• We anticipate 25% travel and flexibility to travel within the US (primarily in the West US) will be necessary.

Education

• BA/BS or global equivalent; 8 years of related experience.

Company Information

SailPoint is a leading provider of identity security for the modern enterprise.

Benefits and Compensation

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 knowledge.

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