Senior Solutions Consultant – Commercial

This is a fully remote position, open to applicants in Colorado.

📋 Description

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

• Identify and comprehend customer needs to align SailPoint solutions effectively.

• Demonstrate SailPoint's business functionalities, value propositions, and competitive advantages.

• Conduct product demonstrations for potential customers.

• Support the RFP response team in crafting responses to requests for proposals.

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

• Provide feedback on product enhancements to the Product Management team.

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

• Engage in training concerning demo best practices, presentation skills, negotiation techniques, and Revenue Onboarding.

• Manage initial demonstrations and discussions within Identity Governance and Administration (IGA).

• Refine technical discovery abilities through participation in SE Scrum groups.

• Cultivate relationships and master messaging alongside Account Executives.

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

• Coordinate with Account Executives before and after client interactions, linking presentations to business value.

• Create new technical collateral for organization-wide dissemination.

• Enhance understanding of IT audit functions and regulatory frameworks, including SOX, HIPAA, NERC-CIP, GDPR, and CCPA.

• Present at national or regional conferences and meetups.

• Network and develop a personal brand.

• Clearly articulate SailPoint's business value as a strategic sale.

• Communicate effectively with clients beyond IT, including departments such as HR, Finance, risk management, legal, and various lines of business.

• Achieve fluency in the language of Identity Security.

⛳️ Requirements

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

• Exceptional written and verbal communication skills.

• Proficient understanding of technical infrastructure, encompassing web services, application servers, databases, virtualization, and directories.

• Familiarity with modern SaaS architecture.

• Knowledge of Java, XML, LDAP, SQL, JSON, and cloud services like Azure/AWS/GCP is preferred.

• At least 3 years of experience working with Identity, Governance, and Access Management solutions is desirable.

• Preference for candidates residing in the US.

• Willingness to travel within the US.

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

• A minimum of 5 years of relevant experience.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance.

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

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

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

• Flexible spending accounts available for healthcare and dependent care, including a limited purpose flexible spending account.

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

• Flexible vacation policy.

• 8 paid holidays each year.

• Sick leave provisions.

• Paid parental leave.

• Access to Employee Assistance Program (EAP) and Care Counselors.

• 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 specific commission structures related to the role.

• Possibility of equity participation.

• 25% travel requirement with flexibility to travel within the US.