Senior Solutions Consultant

Modernization Strategist Why SailPoint? 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 customers demand. We are proud of our team and the culture we have built which has led to our employees voting us one of the "Best Places to Work" - 15 years in a row. What You'll Do: Operating as a strategic sales overlay and business partner, the Modernization Strategist assists the field in delivering a comprehensive modernization selling strategy. You will consult directly with assigned sales leaders to drive pipeline and translate complex customer challenges into clear business value. You will partner with our sales organization by applying your analytical abilities, relationship management skills, and strategic thinking in support of SailPoint's modernization growth objectives. 1-month milestones: Establish strong relationships with the Regional Sales & SE Leaders with whom this role is aligned. Become an expert is using the SailPoint Modernization process tools that help us prioritize our focus and operate efficiently Confidently and competently deliver the SailPoint Modernization sales/engagement plays and discovery calls for early-stage customer engagement 2-month milestones: Identify and qualify the top 20 Modernization opportunities in your territory Review closed, lost, and stalled open opportunities in your region and work with Sales leadership and account executives as you create account plans Map out internal stakeholders (SailPoint and/or partner) for your assigned territory; devise and discuss your approach with them Demonstrate the competitive skills required to ensure we win 3-month milestones: Complete a Modernization territory plan with input from the field Actively participate in the operating cadence with virtual team to help drive Modernization pipeline. Contribute to AEs' opportunity plans for key Modernization opportunities. Responsibilities: Act as a strong project manager and relationship manager to guide modernization initiatives- scheduling assessment calls, confirming the correct attendees are in place, delegating and assisting in content preparation, providing due diligence to commercials Collaborate with the appropriate technical resources to demonstrate SailPoint's advantages to the customer. Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and workshops. Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape. Assist the field in delivering a modernization selling strategy Serve as a strategic sales overlay, business partner, and consultant to assigned BOATs and sales leaders Collaborate on pipeline for open opportunities, identify impending opportunities for current fiscal year, and prioritize accounts accordingly across assigned regions Understand business needs and be able to translate customer goals, challenges, and strategic objectives into business value Internal Enablement: Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Modernization opportunities within their accounts. Internal Program Building: Build internal programs to foster collaboration and partnership between the Identity Modernization team and the broader sales organization Requirements: Experience selling or delivering SaaS (>5 years) projects to legacy customers is highly preferred Experience in Sales Overlay, Sales Support, Management, Solution Consulting, Customer Success Management, Business Value Assessment (BVA) and/or Professional Services Excellent time management, organizational, and prioritization skills Strong project manager, relationship manager, and verbal/written communicator Strong verbal and written communication skills capable of influencing C-level stakeholders Demonstrated innovative, analytical, and strategic thinking skills with the ability to adapt as process changes Preferred: Product knowledge in SailPoint IdentityIQ (IIQ) and Identity Security Cloud (ISC) is preferred Fluency in German, Spanish, French, and/or Italian Education: Bachelor's degree in #J-18808-Ljbffr sailpoint