Strategic MSP/MSSP Account Executive

SailPoint•Austin, TX

3d•Remote

About The Position

SailPoint is the leader in Identity Security, with a strong customer base including half of the Fortune 500 and half of the ASX 50. The company is experiencing global growth, creating opportunities for strategic salespeople. SailPoint is recognized by analysts like Gartner and Forrester as a market leader and utilizes AI and machine learning for enterprise risk management. The company offers a multi-tenant, microservices-based SaaS IGA solution and is a high-growth, Gartner-recognized leader in Identity Security as a Service (SaaS). This role is designed to drive strategic expansion by identifying and developing partnerships with organizations outside traditional market routes, aiming to unlock new revenue streams and customer segments. The position involves managing the entire partnership lifecycle, from prospecting and negotiation to execution, with the goal of delivering measurable value to both SailPoint and its partners. The ideal candidate is a strategic thinker with a proven track record in cybersecurity sales and business development, specifically in channel, alliances, or partner-facing roles. They should possess business and technical fluency in Identity Security, SOC, MDR/XDR, and SIEM, with extensive knowledge of the MSP/MSSP landscape and existing relationships. The role requires strong communication skills for initial engagements, the ability to analyze prospect needs, and proficiency in presenting SailPoint's value proposition against competitors like Microsoft, Okta, and Saviynt. The candidate must deliver a superior customer experience, competitively position solutions, and lead virtual teams effectively, acting as a quarterback to ensure accountability and drive sales wins. A key aspect of the role is creating territory and opportunity plans and collaborating with leadership to refine sales strategies.

Requirements

Proven track record in sales and business development within the cybersecurity sector, specifically in channel, alliances, or partner-facing roles.
Business and technical fluency in Identity Security concepts and core cybersecurity principles such as SOC, MDR/XDR, and SIEM.
Extensive knowledge of the MSP/MSSP landscape.
Existing relationships within the MSP/MSSP landscape.
Goal-oriented mindset.
Skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
Highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
Ability to provide a superior customer experience from the first discovery call.
Skills in competitively positioning our solutions and a broader value proposition including partner services.
Ability to lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
Ability to act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
Ability to make good decisions about who should engage and when and make people accountable for following through.
Ability to create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
Ability to work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.

Nice To Haves

Bachelor's degree or global equivalent in an IT, business or sales related field.

Responsibilities

Identify and qualify MSP/MSSP prospects that have robust security offerings but lack mature Identity Security expertise.
Build and execute strategic partner development plans, including outreach, presentations, and customized value propositions that highlight the critical role of Identity Security within their broader cybersecurity offerings.
Drive partnership agreements from negotiation to closure, ensuring mutual value and alignment with SailPoint’s business objectives.
Collaborate with internal stakeholders, including Partner Programs, Sales Leadership, and key executives, to develop and execute a unified strategy to support these partnerships.
Develop and maintain strong relationships with leadership within our MSP/MSSP partners to drive focus on SailPoint products and solutions as part of their go-to-market strategy.
Activate, accelerate, and sustain sell-through motions with MSP/MSSP partners to create a predictable pipeline and drive revenue growth through active measurement and reporting.

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