SailPoint is the leading, AI-driven security platform providing the autonomous governance that best solves the needs for the modern enterprise. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customer's demand.
We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 15 years in a row.
The role:
SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the Canada sales region. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives.
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 onsite and remote Proof of Value (POV) evaluations
Provide feedback to Product Management on product enhancements
Requirements:
5+ 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
Our ideal candidate possesses:
1) Technical pre-sales experience in complex enterprise environments
2) Thorough understanding of Identity, Governance, User Administration, and Access Management.
Must-have attributes:
Exceptional communication skills
High EQ, expertise in discovering customer requirements
The ability to articulate and demonstrate enterprise solutions aligned to business outcomes.
Path to Success:
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 IGA
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
Speak at 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
Location:
Residence in the Greater Toronto Area (GTA) is preferred.
We anticipate 25% travel and flexibility to travel within Canada and the US will be necessary.
Education (preferred, not required):
Preferred, not required: BA/BS or global equivalent
8 years of related experience
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.
Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact [email protected] or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.
