Solutions Engineer - Corporate
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 salespeople to become a part of our awesome culture.
SailPoint is seeking a Solutions Engineer to support the US sales region for Corporate accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives.
What you’ll do to be successful as a Solutions Engineer
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 Identity Security
- 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
- Participate in 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
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 Proof of Value (POV) evaluations
- Provide feedback to Product Management on product enhancements
Requirements:
- 3+ 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
Please do not disqualify yourself if you don’t tick all the boxes for the “ideal candidate”! Must-have attributes include exceptional communication skills, high EQ, expertise in discovering customer requirements, and the ability to articulate and demonstrate enterprise solutions aligned to business outcomes.
Location:
- We anticipate 10% travel and flexibility to travel within the US will be necessary.
Education:
- BA/BS or global equivalent; 5 years of related experience
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