Advisory Solution Consultant - SailPoint (Brazil)

Position Overview

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.

SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the Brazilian sales regions for Enterprise and 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

• Experience: 5+ years professional experience as a pre-sales technical resource in an enterprise software company (B2B).
• Communication: Excellent written and verbal communication skills.
• Technical Knowledge:
  • 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.
• Industry Experience: 3+ years working with Identity, Governance and Access Management solutions is preferred.
• Language: Spanish skills are a nice-to-have.

Our Ideal Candidate Possesses:

1. Technical pre-sales experience in complex enterprise environments.
2. 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:

• 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:

• 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 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 São Paulo region is preferred.
• We anticipate 25% travel and flexibility to travel will be necessary.

Education

• Preferred, not required: BA/BS or global equivalent.
• 8 years of related experience.

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SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team.