Advisory Solutions Consultant

This is a fully remote position, open to applicants in Virginia, +1 more state.

📋 Description

• Engage actively in the sales process while collaborating closely with both direct and channel sales teams.

• Identify and comprehend customer needs, aligning SailPoint solutions accordingly.

• Present the functions, value, and competitive advantages of SailPoint.

• Deliver product demonstrations to potential customers.

• Support the development of RFP responses in conjunction with the RFP response team.

• Take part in onsite and remote Proof of Value (POV) evaluations.

• Provide input to Product Management regarding product enhancements.

• Acquire knowledge in the Identity Security and Identity Management sectors.

• Participate in training on demos best practices, presentation skills, negotiation, and Revenue Onboarding.

• Conduct initial demos and discussions related to Identity Governance and Administration (IGA).

• Refine technical discovery skills through SE Scrum groups.

• Build relationships and messaging strategies with Account Executives.

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

• Coordinate with AEs before and after client calls, linking presentations to business value.

• Contribute to the creation of new technical collateral for use across the organization.

• Increase familiarity with IT audit functions and regulatory frameworks such as SOX, HIPAA, NERC-CIP, GDPR, and CCPA.

• Speak at national or regional conferences and meetups.

• Network and establish a personal brand.

• Clearly convey SailPoint's business value as part of a strategic sale.

• Communicate effectively at the business level with clients outside of IT, including HR, Finance, risk management, legal counsel, and various business lines.

• Achieve fluency in the terminology of Identity Security.

⛳️ Requirements

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

• Strong written and verbal communication skills.

• Working knowledge of technical infrastructure, including web services, application servers, databases, virtualization, and directories.

• Familiarity with modern SaaS architecture.

• Desirable familiarity with Java, XML, LDAP, SQL, JSON, and cloud services such as Azure, AWS, or GCP.

• Preferred experience of 3+ years in Identity, Governance, and Access Management solutions.

• Residency in the D.C. region is required.

• Willingness to travel approximately 25% within the US.

• A BA/BS or global equivalent is preferred but not mandatory.

• A total of 8 years of related experience is acceptable.

🏝️ Benefits

• Medical, dental, and vision insurance.

• Coverage for short-term and long-term disability.

• Life insurance and Accidental Death & Dismemberment (AD&D) coverage.

• Supplemental life insurance options for employees, spouses, and children.

• Flexible spending accounts for healthcare and dependent care.

• A limited-purpose flexible spending account.

• 401(k) Savings and Investment Plan with company matching.

• A flexible vacation policy.

• 8 paid holidays each year.

• Sick leave benefits.

• Paid parental leave.

• Employee Assistance Program (EAP) and Care Counselors available.

• Options for Legal Assistance, Critical Illness, Accident, Hospital Indemnity, and Pet Insurance.

• Health Savings Account (HSA) with employer contributions.

• Potential eligibility for the SailPoint Corporate Bonus Plan or role-specific commissions.

• Possible eligibility for equity participation.

• Remote work arrangements are available.

• Flexible travel within the US is encouraged.