GVP, Strategic Sales - East at SailPoint

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Identity Security, SaaSIndustries

Requirements

Experience leading a strategic sales team of approximately 32 sales professionals, including 4 RVPs
Ability to manage strategic business processes, reporting metrics, and key relationships
Proven track record in selling Identity Management or SaaS solutions to end users and channel partners using all sales channels
Comfortable pitching the SailPoint value proposition, with knowledge of products, success stories, and competitive differentiators
Strong analytical skills to evaluate People, Process, Cadence, and Structure in reporting, support, install base, customers, and partners
Capability to assess and improve pipeline quality, forecasting processes, and ensure pipeline is at least 3x quota
Experience developing and presenting multi-year business plans (e.g., 3-year plan with milestones and primary actions) to leadership teams
Ability to collaborate with Talent Acquisition (TA) for hiring, build relationships with supporting functions, customers, and partners
Leadership in high-growth SaaS environments, particularly in Identity Security or IGA solutions

Responsibilities

Oversee the East Strategic Sales team, managing 32 sales professionals including 4 RVP, Strategic Sales
Lead sales to end users and channel partners to promote Identity Management solutions
Report to the SVP, Sales – Americas
Month 1: Embrace onboarding, evaluate reporting structure (People, Process, Cadence, Structure), work with TA on hiring pipeline, meet leadership team, build relationships with supporting functions, learn products and pitch value proposition
Month 2: Evaluate non-direct support structure, install base, target customers, and partners; arrange customer/partner meetings; assess pipeline and forecasting for improvements; ensure pipeline is 3x quota
Month 3: Develop and present 3-year business plan with milestones to regional and global leadership; confirm start dates for new hires; develop plans with marketing/partner teams for white space, new logos, and compliance-driven opportunities; ensure pipeline is 3x quota

Skills

Strategic Sales

Sales Leadership

Identity Management

SaaS Sales

Team Management

Metrics Reporting

Channel Partners

Business Processes

SailPoint

Provides identity security solutions for enterprises

About SailPoint

SailPoint provides identity security solutions that help organizations manage and protect digital identities. Its main products, including IdentityIQ, IdentityNow, and File Access Manager, assist businesses in ensuring compliance with regulations, reducing risks, and controlling access to sensitive information. These products work by giving organizations visibility into who has access to what data, allowing them to manage permissions effectively. SailPoint stands out from competitors by utilizing advanced technologies like artificial intelligence and machine learning to enhance its identity governance capabilities. The company's goal is to be a trusted partner for enterprises in navigating the complexities of identity security, ensuring that they can securely manage access to their critical information.

Austin, TexasHeadquarters

2004Year Founded

$20.7MTotal Funding

IPOCompany Stage

Cybersecurity, AI & Machine LearningIndustries

1,001-5,000Employees

Risks

Emerging identity management startups increase competition, potentially eroding market share.

Rapid technological changes may outpace SailPoint's innovation, risking solution obsolescence.

Integration challenges with acquisitions like SecZetta may disrupt services or misalign strategies.

Differentiation

SailPoint specializes in managing and securing digital identities for enterprises.

The company leverages AI and machine learning to enhance identity security solutions.

SailPoint's IdentityIQ provides visibility and control over user access.

Upsides

Growing demand for remote work security boosts SailPoint's remote access management features.

Rising adoption of AI-driven identity analytics aligns with SailPoint's AI capabilities.

Increased regulatory requirements drive demand for SailPoint's identity governance solutions.

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