Regional Vice President, Strategic Accounts
About The Position
SailPoint is the leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market. 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. We are seeking a RVP of Strategic to sell our Identity Security Solution to the most Strategic Accounts in TOLA. We are searching for a Leader of our Strategic organization. This will include both direct management of the Strategic sales team and matrix leadership of the associated supporting functions. 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.
Requirements
- Successful track record of at least 6 yrs leading sales teams within high growth SaaS or Cyber-sec organizations.
- Ideally someone who has lead sales during a transition from on-prem to SaaS.
- College Degree or relevant experience required.
Nice To Haves
- Passed “1st Mate” enablement badge.
- Passed “Sailing Master” and “Quarter Master” enablement badges.
- Acquired “Captain” enablement badge.
Responsibilities
- Manage 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.
- Bring structure and rigor to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams.
- Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure.
- Work with Talent Acquisition to identify candidates for any open requisitions and develop a plan/pipeline to address any potential backfill requisitions.
- Coordinate meetings with key leadership and relevant peers, ensuring thorough preparation to maximize their value.
- Engage with and establish relationships with key supporting functions beyond your immediate reporting structure.
- Familiarize yourself with our products, success stories, and key differentiators. You should be confident in articulating the SailPoint value proposition.
- Evaluate the status quo within the non-direct support structure, consisting of detailed analysis of People; Process; Cadence; Structure.
- Evaluate the status quo within your install base, your target Customers & your Partners.
- Begin to arrange meetings with Customers & Partners.
- Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.
- Develop a 12-month plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
- Present the business plan to your manager & the region-specific Leadership Team.
- Identify the first of any new hires that you intend to make and have start dates confirmed.
- Develop 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.
- Develop a 3-year plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals.
- Adjust and refine People; Process; Cadence; Structure to support your plan.
- Demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
- Refine and update your three-year plan based on your current position.
- Reassess and enhance the People, Process, Cadence, and Structure—both direct and indirect—to ensure continued alignment with overall goals and the ability to execute effectively.
- Maintain rigor within the forecasting process, ensuring ongoing accuracy and reliability in projections.
- Collaborate 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.
- Ensure that pipeline is 3x quota.
Benefits
- Health and wellness coverage: Medical, dental, and vision insurance
- Disability coverage: Short-term and long-term disability
- Life protection: Life insurance and Accidental Death & Dismemberment (AD&D)
- Additional life coverage options: Supplemental life insurance for employees, spouses, and children
- Flexible spending accounts for health care, and dependent care; limited purpose flexible spending account
- Financial security: 401(k) Savings and Investment Plan with company matching
- Time off benefits: Flexible vacation policy
- Holidays: 8 paid holidays annually
- Sick leave
- Parental support: Paid parental leave
- Employee Assistance Program (EAP) and Care Counselors
- Voluntary benefits: Legal Assistance, Critical Illness, Accident, Hospital Indemnity and Pet Insurance options
- Health Savings Account (HSA) with employer contribution
- SailPoint Corporate Bonus Plan or a role-specific commission
- Potential eligibility for equity participation
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
Associate degree
