MSP Channel Sales Representative

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half 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 expanding our global presence creates opportunities for top performers to become a part of our awesome culture. 

We are recognised by Analysts 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. Organizations 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.

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 10 years in a row.

The role:

We are seeking a dynamic and driven MSP Channel Sales Representative to join our team, focused on expanding our Identity Governance & Administration (IGA) solutions through strategic Managed Service Provider (MSP) partnerships.

This role requires a self-starter with a strong desire to develop deep skills in indirect selling, relationship management, and the identity management market.  The ideal candidate will have a proven track record in assisting partners drive go to market activities, and a working knowledge of the Identity Governance market.  Candidates should have experience working in an indirect sales environment to identify, qualify, and  overachieve sales goals. A proven track record of driving sales, achieving targets, and establishing strategic relationships within a software provider or service provider organization is a plus.  

As an MSP Sales Representative, you will play a key role in positioning our IGA solutions as the preferred choice for MSPs looking to offer Identity as a Service (IDaaS) to their customers.

MSP Partnership Development:

• Build and maintain strong, long-term relationships with existing and new MSP partners.
• Collaborate with MSPs to develop joint business plans that align with strategic goals and revenue targets.

Sales Strategy & Execution:

• Develop and execute sales strategies to help partners achieve revenue and net new logo targets for the assigned partners and/or territories. 
• Assist partners in driving transactional volume through the following activities:
  • Generate new opportunities through demand generation efforts
  • Alignment to SailPoint sales quotation, discounting, and order fulfillment processes
  • Act as the initial point of contact for Partners participating in the MSP sales program focused on assigned market segments.
• Utilize CRM systems to track sales activities, manage leads, and generate accurate forecasts. 
• Partner closely with the MSP partner’s sales team to drive sales opportunities through effective lead generation, pipeline management, and deal closure.
• Participate in joint sales and marketing activities, such as events, webinars, and campaigns, to generate leads and build market awareness.
• Collaborate closely with SailPoint MSP Program leadership for alignment to programmatic goals and objectives and to ensure proper visibility.

Enablement & Training:

• Work closely with MSP partners to enable them on the value proposition of our IGA solutions, helping them effectively position and sell to their customer base.
• Provide ongoing training, support, and resources to MSP partners, ensuring they have the tools and knowledge to succeed.

Market Insights & Reporting:

• Act as a subject matter expert on IGA trends and the MSP landscape, providing insights to internal teams to refine product and go-to-market strategies.
• Monitor partner performance, track key metrics, and provide regular reporting on the health and success of the MSP program.

Customer Success Collaboration:

• Collaborate with partner success teams to ensure MSP partners are delivering exceptional service to end customers and maximizing the value of IGA solutions.
• Identify opportunities for upselling and cross-selling additional services within existing MSP customer accounts.

About you:

• 3 years of direct sales or channel experience, preferably in the Identity or Enterprise Security Software market
• Foundational understanding of managed IT services, cloud computing, cybersecurity, and other relevant technologies.
• Experience in a partner-oriented sales environment
• Understanding of SaaS, sales and partner management in fast-growing software companies
• Business travel is expected for this position
• Excellent communication, presentation, and negotiation skills.
• Goal-oriented mindset with a drive to exceed targets and deliver exceptional results.

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 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.