Modernization Strategist

Why SailPoint?

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 customers demand.

We are proud of our team and the culture we have built which has led to our employees voting us one of the “Best Places to Work” – 15 years in a row.

What You’ll Do:
Operating as a strategic sales overlay and business partner, the Modernization Strategist assists the field in delivering a comprehensive modernization selling strategy. You will consult directly with assigned sales leaders to drive pipeline and translate complex customer challenges into clear business value. You will partner with our sales organization by applying your analytical abilities, relationship management skills, and strategic thinking in support of SailPoint’s modernization growth objectives.

Modernization Strategists at SailPoint embark on their journey by undergoing comprehensive training on our modernization strategy and target accounts. This initial phase allows them to harness their existing experience in sales overlay or solution consulting, paving the way for a profound understanding of how to successfully transition legacy customers to our SaaS solutions.

1-month milestones: 

• Establish strong relationships with the Regional Sales & SE Leaders with whom this role is aligned.
• Become an expert is using the SailPoint Modernization process tools that help us prioritize our focus and operate efficiently
• Confidently and competently deliver the SailPoint Modernization sales/engagement plays and discovery calls for early-stage customer engagement

2-month milestones:

• Identify and qualify the top 20 Modernization opportunities in your territory
• Review closed, lost, and stalled open opportunities in your region and work with Sales leadership and account executives as you create account plans
• Map out internal stakeholders (SailPoint and/or partner) for your assigned territory; devise and discuss your approach with them
• Demonstrate the competitive skills required to ensure we win

3-month milestones: 

• Complete a Modernization territory plan with input from the field
• Actively participate in the operating cadence with virtual team to help drive Modernization pipeline.
• Contribute to AEs’ opportunity plans for key Modernization opportunities.    

Responsibilities:

• Act as a strong project manager and relationship manager to guide modernization initiatives– scheduling assessment calls, confirming the correct attendees are in place, delegating and assisting in content preparation, providing due diligence to commercials
• Collaborate with the appropriate technical resources to demonstrate SailPoint's advantages to the customer.
• Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and workshops.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors, with a specific focus on the Identity Intelligence landscape.
• Assist the field in delivering a modernization selling strategy
• Serve as a strategic sales overlay, business partner, and consultant to assigned BOATs and sales leaders
• Collaborate on pipeline for open opportunities, identify impending opportunities for current fiscal year, and prioritize accounts accordingly across assigned regions
• Understand business needs and be able to translate customer goals, challenges, and strategic objectives into business value
• Internal Enablement: Develop and deliver internal training and enablement programs to equip the primary Account Executives, Customer Success Managers and internal Business Development teams with the knowledge and skills to identify and pursue Modernization opportunities within their accounts.
• Internal Program Building: Build internal programs to foster collaboration and partnership between the Identity Modernization team and the broader sales organization

Requirements:

• Experience selling or delivering SaaS (>5 years) projects to legacy customers is highly preferred
• Experience in Sales Overlay, Sales Support, Management, Solution Consulting, Customer Success Management, Business Value Assessment (BVA) and/or Professional Services
• Excellent time management, organizational, and prioritization skills
• Strong project manager, relationship manager, and verbal/written communicator​
• Strong verbal and written communication skills capable of influencing C-level stakeholders
• Demonstrated innovative, analytical, and strategic thinking skills with the ability to adapt as process changes

Preferred:

• Product knowledge in SailPoint IdentityIQ (IIQ) and Identity Security Cloud (ISC) is preferred
• Fluency in German, Spanish, French, and/or Italian

Education:

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

Travel:

• This position may require up to 15% travel 

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value.

As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY):

Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.