Regional Vice President, Strategic Accounts

SailPoint • Austin, TX

17h • Remote

About The Position

SailPoint is the leader in Identity Security. 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. 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. The position requires someone with a successful track record of at least 6 yrs leading sales teams within high growth SaaS 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 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

• Direct management of the Strategic sales team
• Matrix leadership of the associated supporting functions
• 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
• Bring structure and rigour to all aspects of the sales process including pipeline and forecasting whilst also acting as inspirational leader to their teams
• Approach onboarding sessions with a clear plan to maximize their value and ensure you gain the necessary insights.
• 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.
• 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.
• Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.
• Ability to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus.
• By the end of your first year, you should be on track with established plans and have built a strong foundation for sustained growth.
• 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

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: Associate degree