RVP of Enterprise Sales
About The Position
SailPoint is the leader in Identity Security, serving half of the Fortune 500 and half of the ASX 50. Our customer strength provides a great community of customers, partners, and analysts who trust SailPoint to solve complex challenges. We are recognized by analysts such as Gartner, Forester, and Kuppinger Cole as the leader in the market and continue to define 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 an RVP of Enterprise to sell our Identity Security Solutions. This role 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 SaaS or Cyber-sec organizations, and ideally someone who has led sales during a transition from on-prem to SaaS. Our sales managers bring structure and rigor to all aspects of the sales process, including pipeline and forecasting, while also acting as inspirational leaders 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.
- 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. You should be confident in articulating the SailPoint value proposition.
- Passed “1st Mate” enablement badge.
- 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.
- Acquired “Captain” enablement badge.
Nice To Haves
- Matrix leadership of associated supporting functions.
Responsibilities
- Manage a team of sales professionals who sell to end users directly.
- Leverage the support of 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.
- Act as an inspirational leader to their teams.
- 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
- 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
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
