Qureos Mentor

SailPoint Technologies

<div><div><div><p>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.<br>
</p></div><p></p><div><p>We are proud of our team and the culture we have built which has led to our employees voting us &ldquo;best places to work&rdquo; &ndash; 15 years in a row.<br>
</p></div><p></p><div><p>The role:
</p></div><div><p>SailPoint is seeking an <b>Advisory Solution Consultant </b>(pre-sales Solution Engineer) to support the <b>US Southeast </b>sales regions for <b>Strategic </b>accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint&rsquo;s growth objectives .<br>
</p></div><p></p><div><p><b>Responsibilities:
</b></p></div><div><ul><li><p>Actively participate in the sales process and work closely with the direct and channel sales teams
</p></li></ul></div><div><ul><li><p>Discover and understand customer requirements and align our solutions to those requirements
</p></li></ul></div><div><ul><li><p>Present SailPoint business functions, value, and competitive differences
</p></li></ul></div><div><ul><li><p>Provide product demonstrations to prospective customers
</p></li></ul></div><div><ul><li><p>Assist in developing RFP responses in coordination with our RFP response team
</p></li></ul></div><div><ul><li><p>Participate in onsite and remote Proof of Value (POV) evaluations
</p></li></ul></div><div><ul><li><p>Provide feedback to Product Management on product enhancements<br>
</p></li></ul></div><p></p><div><p><b>Requirements:
</b></p></div><div><ul><li><p>5+ years professional experience as a pre-sales technical resource in an enterprise software company (B2B)
</p></li></ul></div><div><ul><li><p>Excellent written and verbal communications skills
</p></li></ul></div></div><div><div><ul><li><p>A working knowledge of technical infrastructure including web services, application servers, databases, virtualization, and directories is required
</p></li></ul></div><div><ul><li><p>Conversant in modern SaaS architecture
</p></li></ul></div><div><ul><li><p>Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable
</p></li></ul></div><div><ul><li><p>3+ years working with Identity, Governance and Access Management solutions is preferred<br>
</p></li></ul></div><p></p><div><p><b>Path to Success:
</b></p></div><div><p><b>Within the first 4 months you will:
</b></p></div><div><ul><li><p>Learn the Identity Security and Identity Management space
</p></li></ul></div><div><ul><li><p>Participate in demos best practices training, presentation skills training, negotiation,
</p></li></ul></div><div><ul><li><p>Handle initial demos and discussions in IGA
</p></li></ul></div><div><ul><li><p>Attend Revenue Onboarding for a deep dive into Challenger Sales training
</p></li></ul></div></div><div><div><ul><li><p>Hone technical discovery skills through SE Scrum groups
</p></li></ul></div><div><ul><li><p>Pitch to Account Executives (AEs) to master messaging and build relationships
</p></li></ul></div><div><ul><li><p>Navigate internal relationships with Customer Success Managers, Product Management, Professional Services, and Partners
</p></li></ul></div><div><ul><li><p>Coordinate with AEs before and after client calls, tying what is presented back to business value<br>
</p></li></ul></div><p></p><div><p><b>Within 6 months to 1 year, you will:
</b></p></div><div><ul><li><p>Contribute to building new technical collateral for organization-wide use
</p></li></ul></div><div><ul><li><p>Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPA
</p></li></ul></div><div><ul><li><p>Speak at national or regional conferences and meet ups
</p></li></ul></div><div><ul><li><p>Proactively network and build your own personal brand
</p></li></ul></div><div><ul><li><p>Articulate the business value of SailPoint as a strategic sale
</p></li></ul></div><div><ul><li><p>Communicate at the business level with clients outside of IT, such as HR, Finance, risk management, counsel, lines of business
</p></li></ul></div><div><ul><li><p>Be fluent in the language of Identity Security<br>
</p></li></ul></div><p></p><div><p><b>L </b><b>ocation:
</b></p></div><div><ul><li><p>Residence in the <b>Carolinas or Atlanta </b>is preferred.
</p></li></ul></div><div><ul><li><p>We anticipate 25% travel and flexibility to travel within the US (primarily in the <b>Southeast </b><b>US </b>) will be necessary.<br>
</p></li></ul></div><p></p><div><p><b>Education:
</b></p></div><div><ul><li><p>Preferred, not required : BA/BS or global equivalent
</p></li></ul></div></div><div><div><ul><li><p>8 years of related experience
</p></li></ul></div></div><p></p><p>Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.
</p><p></p><p>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, skills, experience, market conditions and locations, as well as reflect SailPoint&rsquo;s differing products, industries, and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity. We estimate the base salary, for US-based employees, will be in this range from (min-mid-max, USD):
</p>$116,900 - $197,083.60
<p>Base salaries for employees based in other locations are competitive for the employee&rsquo;s home location.
</p><p></p><p>Benefits Overview
</p><p>1. Health and wellness coverage: Medical, dental, and vision insurance
</p><p>2. Disability coverage: Short-term and long-term disability
</p><p>3. Life protection: Life insurance and Accidental Death &amp; Dismemberment (AD&amp;D)
</p><p>4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children
</p><p>5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
</p><p>6. Financial security: 401(k) Savings and Investment Plan with company matching
</p><p>7. Time off benefits: Flexible vacation policy
</p><p>8. Holidays: 8 paid holidays annually
</p><p>9. Sick leave
</p><p>10. Parental support: Paid parental leave
</p><p>11. Employee Assistance Program (EAP) and Care Counselors
</p><p>12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
</p><p>13. Health Savings Account (HSA) with employer contribution
</p><p></p><p>SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
</p><p></p><p>Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.</p></div>

Advisory Solutions Consultant (Strategic Southeast)

<div><div><div><p>SailPoint is the leader in Identity Security . SailPoint customers represent half of the Fortune 500 and h alf of the ASX 50 . This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges . SailPoint continues to grow globally and e xpanding our global presence creates opportunities for top sales people to become a part of our awesome culture .<br>
</p></div><p></p><div><p>We are recogni z ed by a nalysts such as Gartner , Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organi z ations struggle to understand who has access to what applications and data , and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.<br>
</p></div><p></p><div><p>We are proud of our team and the culture we have built which has led to o ur employees vot ing us &ldquo;best places to work&rdquo; &ndash; 1 5 years in a row .<br>
</p></div><p></p><div><p><b>The role:<br>
</b></p></div><p></p><div><p>We are seeking a n <b>Account Executive </b>, to sell our I dentity Security Solution .<br>
</p></div><p></p><div><p>T o excel , t he position requires an a ccount e xecutive :
</p></div><div><ul><li><p>W ho is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity .
</p></li></ul></div><div><ul><li><p>Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta , and Saviynt.
</p></li></ul></div><div><ul><li><p>Who will provide a superior customer experience from t he first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
</p></li></ul></div><div><ul><li><p>Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success .
</p></li></ul></div><div><ul><li><p>Who does not operate independently, instead sells as a team.
</p></li></ul></div><div><ul><li><p>Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to call s .
</p></li></ul></div><div><ul><li><p>Who can make good decisions about who should engage and when and make people accountable for following through .
</p></li></ul></div><div><ul><li><p>Who can create a territory or opportunity plan , which includ es the steps you believe are required to get from discovery to the next step s in the sales cycle.
</p></li></ul></div><div><ul><li><p>Who will work closely with the leadership team to refine your ideas and make your sales strateg y as effective as possible .<br>
</p></li></ul></div></div><p></p><div><div><p><b>Responsibilities:
</b></p></div><div><ul><li><p>Exceed revenue quota goals on a quarterly and yearly basis.
</p></li></ul></div><div><ul><li><p>Effectively address each customer&rsquo;s and partner&rsquo;s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
</p></li></ul></div><div><ul><li><p>Develop business plans, which align to your assigned territory .
</p></li></ul></div><div><ul><li><p>Strategically e ngage with customers and business partner s to maintain a high level of customer service that aligns with SailPoint&rsquo; s core values.
</p></li></ul></div><div><ul><li><p>Collaborate with m arketing to develop and execute marketing plans
<br>
through/with partners and end users.
</p></li></ul></div><div><ul><li><p>Purs ue all leads supplied and ensure internal systems are updated.
</p></li></ul></div><div><ul><li><p>Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
</p></li></ul></div><div><ul><li><p>Follow-up with c ustomers an d partner with post-sale team to
<br>
ensure consistent and ongoing coverage of account , including new sales
<br>
opportunities .
</p></li></ul></div><div><ul><li><p>Own and oversee all aspects of the sales cycle, including qualifying,
<br>
presentations, demonstrations, RFP responses, negotiations, and the closing
<br>
process.
</p></li></ul></div><div><ul><li><p>Fosters a deep understanding of the territory , including customers, prospects, partners, influencers, and competitors.
</p></li></ul></div><div><ul><li><p>Understand and communicate all product and technological strategies
<br>
employed by competitive and complimentary organizations in the SailPoint market space.
</p></li></ul></div><div><ul><li><p>Effectively initiate , navigate, and manage discussions across all levels of a customer&rsquo;s organization, from business stakeholders to technical decision-makers .
</p></li></ul></div><div><ul><li><p>Utilize all channel management and reporting tools , including a ccurate forecasting and S alesforce hygiene .<br>
</p></li></ul></div></div><p></p><div><div><p><b>The path to success:
</b></p></div><div><p><b>1-mo </b><b>nth </b><b>mil </b><b>estones </b><b>:
</b></p></div><div><ul><li><p>Establish plan for existing customers clearly identifying opportunities for uplift over coming years and understanding account potential.
</p></li></ul></div><div><ul><li><p>Segment account list into your top 20 focused accounts &amp; the Top 3 Big Bet accounts within this list .
</p></li></ul></div><div><ul><li><p>Meet with old account managers to capture any history.
</p></li></ul></div><div><ul><li><p>Meet with partners of existing accounts to understand their position and services offered.
</p></li></ul></div><div><ul><li><p>Work with Marketing Manager on m arketing p lan .
</p></li></ul></div><div><ul><li><p>Work with Channel Manager on c hannel p lan .<br>
<br>
</p></li></ul></div><div><p><b>2 </b><b>- </b><b>month </b><b>milestones </b><b>:
</b></p></div><div><ul><li><p>Create a stakeholder map for key partners that are influencers in
<br>
your Top 20 accounts and devise your approach to connect with them.
</p></li></ul></div><div><ul><li><p>Demonstrate Salesforce hygiene with regular, accurate activity and
<br>
updates.
</p></li></ul></div><div><ul><li><p>Met weekly with sales management to keep Salesforce and Clari up to date.<br>
</p></li></ul></div></div><p></p><div><div><p><b>3 </b><b>- </b><b>month milestones:
</b></p></div><div><ul><li><p>Complete t erritory p la n and pre sent to Sales Management :
</p></li></ul></div><div><ul><li><p>Existing account overview and account potential
</p></li></ul></div><div><ul><li><p>Prioriti z ed accounts with account potential
</p></li></ul></div><div><ul><li><p>Clean p ipeline of potential 202 5 opportunities to establish g ap to target
</p></li></ul></div><div><ul><li><p>Marketing and c hannel engagement plans to close the Gap to target
</p></li></ul></div><div><ul><li><p>C ustomer references / case studies planned
</p></li></ul></div><div><ul><li><p>Pipeline growth plan
</p></li></ul></div><div><ul><li><p>M e e t with all existing customers and identif y opportunities to extend the value they are receiv ing from SailPoint.
</p></li></ul></div><div><ul><li><p>Lead an operating cadence with virtual team
</p></li></ul></div><div><ul><li><p>Achieve &ldquo;1st Mate&rdquo; enablement badge.<br>
</p></li></ul></div><p></p><div><p><b>4-month milestones:
</b></p></div><div><ul><li><p>Create a ccount plans for key accounts .
</p></li></ul></div><div><ul><li><p>Create o pportunity plans for key opportunities.
</p></li></ul></div><div><ul><li><p>Present forecast for self-generated opp ortunity &amp; expected time to 1st
<br>
sale .
</p></li></ul></div><div><ul><li><p>Develop strategies to approach Top 20 accounts - present to
<br>
m anagement .
</p></li></ul></div></div><div><div><ul><li><p>Relationship maps in Salesforce are completed - customers from Top 20 accounts know who you are .
</p></li></ul></div><div><ul><li><p>Show ing progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40) .
</p></li></ul></div><div><ul><li><p>Present SailPoint value proposition in front of m anager via either: customer / prospect or internally .<br>
</p></li></ul></div><p></p><div><p><b>6-month milestones:
</b></p></div><div><ul><li><p>Built a Pipeline of 2 to 3 times t arget comprising .
</p></li></ul></div><div><ul><li><p>Existing customer pipeline
</p></li></ul></div><div><ul><li><p>Progress existing pipeline
</p></li></ul></div><div><ul><li><p>New Pipeline
</p></li></ul></div><div><ul><li><p>Refine &ldquo; go to market &rdquo; for this market segment highlighting key messaging when competing with Microsoft and Okta, benefits of working with partner, pricing challenges , etc.
</p></li></ul></div><div><ul><li><p>Complete your Captains b adge on High S pot .<br>
</p></li></ul></div><p></p><div><p><b>Education:
</b><br>
Preferred but not required : Bachelor's degree or global equivalent in an IT, business or sales related field.
<br>
<br>
<b>Travel:
</b><br>
Business travel of approximately 50 percent yearly is expected for this position.<br>
<br>
</p></div><div><p>SailPoint is an equal opportunity employer, and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color , religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.
</p></div></div><p></p><p>SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
</p><p></p><p>Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.</p></div>

Sales Executive

Join SailPoint Technologies and explore 2   exciting career opportunities. They're hiring for various roles with options for remote or on-site work. Apply today and become part of their innovative team.

SailPoint Technologies

About Company

Advisory Solutions Consultant (Strategic Southeast)

Sales Executive