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. Modernization Strategists at SailPoint embark on their journey by undergoing comprehensive training on our modernization strategy and target accounts. This initial phase allows them to harness their existing experience in sales overlay or solution consulting, paving the way for a profound understanding of how to successfully transition legacy customers to our SaaS solutions. 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 Business, Technology, Communications, or equivalent practical experience Travel: This position may require up to 15% travel 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, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value. As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY): EUR 78,700- 146,100 Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. 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. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint. 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, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value. As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY): €55,090 - €92,842.40 Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment. SailPoint is a leading provider of identity security for the modern enterprise. Enterprise security starts and ends with identities and their access, yet the ability to manage and secure identities today has moved well beyond human capacity. Using a foundation of artificial intelligence and machine learning, the SailPoint Identity Security Platform delivers the right level of access to the right identities and resources at the right time—matching the scale, velocity, and environmental needs of today’s cloud-oriented enterprise. Our intelligent, autonomous, and integrated solutions put identity security at the core of digital business operations, enabling even the most complex organizations across the globe to build a security foundation capable of defending against today’s most pressing threats. The employment policy of SailPoint is to provide equal opportunity to all persons, and it is SailPoint’s policy to take affirmative action to employ and advance in employment protected veterans and individuals with disabilities. It is SailPoint’s policy to recruit, hire, train and promote qualified individuals in all job titles, and ensure that all other personnel actions are administered without regard to race, color, religion, national origin, sex, military and/or veteran status, disability, or other legally protected status, and we will ensure that all employment decisions are based only on valid job requirements. SailPoint does not discriminate on the basis of national origin or citizenship status as provided under the Immigration Reform and Control Act of 1986. Employees and applicants shall not be subjected to harassment, intimidation, threats, coercion, or discrimination because they have engaged in or may engage in any of the following activities: Filing a complaint; Assisting or participating in an investigation, compliance evaluation, hearing, or any other activity related to the administration of the affirmative action provisions of Section 503, VEVRAA, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; Opposing any act or practice made unlawful by Section 503, VEVRAA, or their implementing regulations in this part, or any other Federal, State or local law requiring equal opportunity for individuals with disabilities or protected veterans; or Exercising any other right protected by section 503, VEVRAA or their implementing regulations. SailPoint will also provide reasonable accommodation to known physical or mental limitations of an otherwise qualified employee or applicant for employment, unless the accommodation would impose undue hardship on the operation of our business. SailPoint’s affirmative action program contains an audit and reporting system which enables us to measure the effectiveness of our program, indicate any need for remedial action, determine the degree to which our objectives have been attained, determine whether protected veterans and individuals with disabilities had had the opportunity to participate in company-sponsored activities, measure our compliance with the program’s specific obligations, and document actions taken to comply with these obligations. #J-18808-Ljbffr SailPoint Technologies Holdings, Inc.