Strategic MSP/MSSP Account Executive

The Role SailPoint is seeking a dynamic and results‑driven sales leader to drive strategic expansion by identifying and developing partnerships with organizations outside our traditional routes to market. The focus of this role is to build new alliances that unlock new revenue streams and customer segments, taking ownership of the partnership lifecycle from prospecting and outreach through negotiation and execution, ultimately delivering measurable value for both SailPoint and our partners. About You You are a strategic thinker with a proven track record in sales and business development within the cybersecurity sector, specifically in channel, alliances, or partner‑facing roles. You possess business and technical fluency in Identity Security concepts and core cybersecurity principles such as SOC, MDR/XDR, and SIEM. Your extensive knowledge of the MSP/MSSP landscape, coupled with existing relationships and a goal‑oriented mindset, will be critical to your success. Skilled communicator in first engagements and discovery calls, analyzing prospects' needs to qualify opportunities. Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt. Provides a superior customer experience from the first discovery call and skillfully positions our solutions and broader value proposition, including partner services. Leads a virtual team of partner resources—presales, partner manager, deal desk, BVA team, professional services, and customer success—to deliver sales wins and customer success. Goes beyond operating independently; collaborates closely with the team to plan and execute outreach. Acts as the quarterback—takes initiative, prepares the team on required engagement steps, and ensures accountability. Makes sound decisions about who should engage and when, holding people accountable for follow‑through. Creates a territory or opportunity plan outlining steps from discovery to the next stages in the sales cycle. Works closely with leadership to refine ideas and maximize the effectiveness of the sales strategy. Responsibilities Partner Identification & Qualification: Identify and qualify MSP/MSSP prospects with robust security offerings but lacking mature Identity Security expertise. Strategic Partner Development: Build and execute partner‑development plans, including outreach, presentations, and customized value propositions highlighting Identity Security’s role in broader cybersecurity. Partnership Agreements: Drive partnership agreements from negotiation to closure, ensuring mutual value and alignment with SailPoint’s business objectives. Internal Collaboration: Collaborate with internal stakeholders—Partner Programs, Sales Leadership, and key executives—to develop and execute a unified strategy supporting partnerships. Relationship Management: Develop and maintain strong relationships with leadership at MSP/MSSP partners to promote SailPoint products and solutions within their go‑to‑market strategy. Pipeline & Revenue Growth: Activate, accelerate, and sustain sell‑through motions with MSP/MSSP partners to create a predictable pipeline and drive revenue growth through active measurement and reporting. The Path to Success 1‑Monthly Milestones Company Immersion: Learn SailPoint’s history, mission, and core values. Product Knowledge: Master the SailPoint pitch and product offerings. Team Integration: Connect with key stakeholders and partners. Process & Tools: Familiarize yourself with CRM, sales tools, and partner resources. Onboarding: Complete the SailPoint Revenue Organization onboarding program. 2‑Monthly Milestones Territory Planning: Establish a high‑priority list of prospective partners and develop outreach strategies. Messaging Development: Create compelling value propositions and “Better Together” presentations. Initial Engagement: Begin outreach to establish introductory meetings with prospective partners. 3‑Monthly Milestones Playbook Creation: Assist in creating an MSSP Partnership Playbook. Advanced Discussions: Engage in advanced partnership dialogues with at least two prospective MSSPs. Refined Target List: Solidify your list of target organizations. Collateral Development: Begin creating internal materials to scale go‑to‑market strategies. 6‑Monthly Milestones Strategic Plan: Present a forward‑looking 18‑month strategy with clear milestones. Program Review: Analyze the previous six months of activity and adjust the plan as needed. Pipeline Health: Demonstrate a healthy pipeline of prospects achieving your goals. Progress Review: Show tangible progress in advancing strategic partnerships and program maturity. Education Preferred but not required: Bachelor’s degree or global equivalent in an IT, business, or sales‑related field. Travel Business travel of approximately 50 percent yearly is expected. Equal Opportunity Statement SailPoint is an equal opportunity employer and welcomes 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, veteran status, or any other category protected by law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact View email address on click.appcast.io or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726 to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent to this email will not be considered for current openings at SailPoint. #J-18808-Ljbffr SailPoint