Advisory Solutions Consultant

Location: Remote (Maryland, USA)

Time Type: Full time

Job Description

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.  

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row. 

The role: 

SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the US Northeast sales regions for Strategic accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives. 

Responsibilities: 

• Actively participate in the sales process and work closely with the direct and channel sales teams 

• Discover and understand customer requirements and align our solutions to those requirements 

• Present SailPoint business functions, value, and competitive differences 

• Provide product demonstrations to prospective customers 

• Assist in developing RFP responses in coordination with our RFP response team 

• Participate in onsite and remote Proof of Value (POV) evaluations 

• Provide feedback to Product Management on product enhancements 

Requirements: 

• 5+ years professional experience as a pre-sales technical resource in an enterprise software company (B2B) 

• Excellent written and verbal communications skills 

• A working knowledge of technical infrastructure including web services, application servers, databases, virtualization, and directories is required 

• Conversant in modern SaaS architecture 

• Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable 

• 3+ years working with Identity, Governance and Access Management solutions is preferred 

Our ideal candidate possesses:  

1) Technical pre-sales experience in complex enterprise environments 

2) Thorough understanding of Identity, Governance, User Administration, and Access Management.  

Must-have attributes: 

• Exceptional communication skills 

• High EQ, expertise in discovering customer requirements 

• The ability to articulate and demonstrate enterprise solutions aligned to business outcomes. 

Path to Success: 

Within the first 4 months you will: 

• Learn the Identity Security and Identity Management space 

• Participate in demos best practices training, presentation skills training, negotiation,  

• Handle initial demos and discussions in IGA 

• Attend Revenue Onboarding for a deep dive into Challenger Sales training 

• Hone technical discovery skills through SE Scrum groups 

• Pitch to Account Executives (AEs) to master messaging and build relationships 

• Navigate internal relationships with Customer Success Managers, Product Management, Professional Services, and Partners 

• Coordinate with AEs before and after client calls, tying what is presented back to business value 

Within 6 months to 1 year, you will: 

• Contribute to building new technical collateral for organization-wide use 

• Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPA 

• Speak at national or regional conferences and meet ups 

• Proactively network and build your own personal brand 

• Articulate the business value of SailPoint as a strategic sale 

• Communicate at the business level with clients outside of IT, such as HR, Finance, risk management, counsel, lines of business 

• Be fluent in the language of Identity Security 

Location: 

• Residence in the Northeast states is preferred. 

• We anticipate 25% travel and flexibility to travel within the US (primarily in the Northeast US) will be necessary. 

Education: 

• Preferred, not required: BA/BS or global equivalent 

• 8 years of related experience 

Benefits and Compensation listed vary based on the location of your employment and the nature of your employment with SailPoint.

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’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):

Base salaries for employees based in other locations are competitive for the employee’s home location.

Benefits Overview

1. Health and wellness coverage: Medical, dental, and vision insurance

2. Disability coverage: Short-term and long-term disability

3. Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)

4. Additional life coverage options: Supplemental life insurance for employees, spouses, and children

5. Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account

6. Financial security: 401(k) Savings and Investment Plan with company matching

7. Time off benefits: Flexible vacation policy

8. Holidays: 8 paid holidays annually

9. Sick leave

10. Parental support: Paid parental leave

11. Employee Assistance Program (EAP) and Care Counselors

12. Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options

13. Health Savings Account (HSA) with employer contribution

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. Contact [email protected] 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.