Strategic Sales Representative

Germany

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Identity Security, SaaS, Cybersecurity, Enterprise SoftwareIndustries

Requirements

Candidates should possess experience in SaaS sales, cyber-security, or IAM/IGA, and a proven track record of negotiating high-value contracts within lengthy sales cycles. They should be adept at navigating multinational accounts and engaging with C-level executives, as well as demonstrating a thorough understanding of prospective client businesses and industry IT initiatives.

Responsibilities

The Strategic Sales Representative will utilize the Challenger sales methodology to engage with approximately 10-12 target customers, managing a significant number of Proof of Concepts (POCs), Business Value Assessments (BVAs), and Requests for Proposals (RFPs). They will develop and maintain trusted relationships with senior decision-makers and key buyers, both within named accounts and through channel partners such as GSI’s like Deloitte, PwC, EY, and KPMG, while also establishing an internal network, conducting interlock meetings, and meeting with their manager and TAM weekly.

Skills

SaaS Sales

Cybersecurity Sales

Identity and Access Management (IAM)

Identity Governance and Administration (IGA)

Enterprise Sales

Challenger Sales Methodology

Negotiation

Account Management

Channel Partner Management

Risk Management

AI/ML

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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