Senior Solutions Consultant

This is a fully remote position, open to applicants in Germany, +1 more country.

📋 Description

• Act as a strategic sales overlay and business partner to support the modernization selling strategy.

• Collaborate with assigned sales leaders to enhance pipeline and convert customer challenges into business value.

• Complete extensive training on SailPoint’s modernization strategy, tools, and targeted accounts.

• Build relationships with Regional Sales and SE Leaders.

• Execute SailPoint modernization sales and engagement strategies, as well as conduct discovery calls.

• Identify and assess modernization opportunities while analyzing closed, lost, and stalled deals.

• Develop account plans and align internal SailPoint and partner stakeholders.

• Create modernization territory plans and engage in the operational cadence with the virtual team.

• Add value to account executives’ opportunity plans for key modernization initiatives.

• Manage modernization projects, including assessment calls, participant coordination, content preparation, and commercial due diligence.

• Work alongside technical resources to showcase SailPoint’s advantages to clients.

• Oversee the sales process, including qualification, presentations, demonstrations, and workshops.

• Cultivate territory knowledge encompassing customers, prospects, partners, influencers, competitors, and the Identity Intelligence landscape.

• Support the field in implementing a modernization selling strategy.

• Function as a strategic sales overlay, business partner, and consultant to assigned BOATs and sales leaders.

• Collaborate on pipeline management, identify upcoming opportunities, and prioritize accounts effectively.

• Convert customer goals, challenges, and strategic objectives into tangible business value.

• Design and deliver internal training and enablement programs for Account Executives, Customer Success Managers, and Business Development teams.

• Build internal initiatives that promote collaboration between the Identity Modernization team and the broader sales organization.

⛳️ Requirements

• Over 5 years of experience in selling or delivering SaaS projects to legacy customers is highly preferred.

• Background in Sales Overlay, Sales Support, Management, Solution Consulting, Customer Success Management, Business Value Assessment (BVA), and/or Professional Services.

• Exceptional time management, organizational, and prioritization skills.

• Strong project management, relationship management, and verbal/written communication skills.

• Capacity to influence C-level stakeholders.

• Innovative, analytical, and strategic thought processes.

• Ability to adapt as processes evolve.

• Preferred product knowledge of SailPoint IdentityIQ (IIQ) and Identity Security Cloud (ISC).

• Proficiency in German, Spanish, French, and/or Italian is advantageous.

• Bachelor’s degree in Business, Technology, Communications, or equivalent practical experience.

• This position may require up to 15% travel.

🏝️ Benefits

• Performance-based cash compensation may be available through the SailPoint Corporate Bonus Plan or a role-specific commission structure.

• Potential eligibility for equity participation.

• Comprehensive health benefits.

• Retirement benefits.

• Employee Assistance Program (EAP).

• Support for leave.

• Paid time off.

• Company-paid holidays.