Advisory Solution Consultant - US Federal

Employment Type: Full-time

Position Overview

SailPoint is the leading, AI-driven security platform providing 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 customers 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.

SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the US Federal sales region 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 communication 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 desirable.
• 3+ years working with Identity, Governance and Access Management solutions is preferred.

Our Ideal Candidate Possesses:

1. Technical pre-sales experience in complex enterprise environments.
2. Thorough understanding of Identity, Governance, User Administration, and Access Management.

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 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, 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.

Location

• Residence in the Washington D.C. area 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 equivalent.
• 8 years of related experience.

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.

#LI-AS1