Regional Vice President, Healthcare

SailPoint•Austin, TX

About The Position

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to become a part of our awesome culture. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data, and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise. 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: We are seeking a Regional Vice President to support the Healthcare team within the South Central region. This position is responsible for managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market leading IGA Solution Suite. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization's enterprise security. The position requires someone with a successful track record of leading sales teams within high growth S aa S or Cyber-sec organizations, and ideally someone who has lead sales during a transition from on-prem to SaaS. Our sales managers bring structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams.

Requirements

Successful track record of leading sales teams within high growth SaaS or Cyber-sec organizations.
Ideally someone who has led sales during a transition from on-prem to SaaS.
Passed “1st Mate” enablement badge.
Passed “Sailing Master” and “Quarter Master” enablement badges.
Acquired “Captain” enablement badge.

Responsibilities

Managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market leading IGA Solution Suite.
Bringing structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams.
Approaching onboarding sessions with a clear plan to maximize their value and ensure you gain the necessary insights.
Evaluating the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure.
Working with Talent Acquisition to identify candidates for any open requisitions and develop a plan/pipeline to address any potential backfill requisitions.
Coordinating meetings with key leadership and relevant peers, ensuring thorough preparation to maximize their value.
Engaging with and establishing relationships with key supporting functions beyond your immediate reporting structure.
Familiarizing yourself with our products, success stories, and key differentiators.
Evaluating the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
Evaluating the status quo within your install base, your target Customers & your Partners.
Arranging meetings with Customers & Partners.
Evaluating the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.
Developing a 12-month plan for your business, broken down by milestones, underpinned with primary actions to attain the goals.
Presenting the business plan to your manager & the region-specific Leadership Team.
Identifying the first of any new hires that you intend to make and have start dates confirmed.
Developing plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring an IGA solution.
Developing a 3-year plan for your business, broken down by milestones, underpinned with primary actions to attain the goals.
Adjusting & refining People; Process; Cadence; Structure to support your plan.
Demonstrating where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
Refining and updating your three-year plan based on your current position.
Reassessing and enhancing the People, Process, Cadence, and Structure—both direct and indirect—to ensure continued alignment with overall goals and the ability to execute effectively.
Maintaining rigor within the forecasting process, ensuring ongoing accuracy and reliability in projections.
Collaborating with marketing and the partner team to identify white-space opportunities within existing accounts, uncover potential new customer prospects, new logo opportunities, and pinpoint organizations with compliance, governance, or business drivers necessitating an IGA solution.
Ensuring that pipeline is 3x quota.

Benefits

Medical, dental, and vision insurance
Short-term and long-term disability
Life insurance and Accidental Death & Dismemberment (AD&D)
Supplemental life insurance for employees, spouses, and children
Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
401(k) Savings and Investment Plan with company matching
Flexible vacation policy
8 paid holidays annually
Sick leave
Paid parental leave
Employee Assistance Program (EAP) and Care Counselors
Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
Health Savings Account (HSA) with employer contribution