Strategic MSP/MSSP Account Executive

SailPoint

4d • Remote

About The Position

SailPoint is the leader in Identity Security and is experiencing global growth, creating opportunities for strategic salespeople. The company is recognized by analysts like Gartner and Forrester as a market leader and utilizes AI and machine learning for enterprise risk management. SailPoint offers a multi-tenant, microservices-based SaaS IGA solution and is a "Best Place to Work" recognized company. This role is designed to drive strategic expansion by identifying and developing partnerships with organizations outside traditional routes to market, unlocking new revenue streams and customer segments. The position involves managing the entire lifecycle of partnerships, from prospecting and negotiation to execution, aiming to deliver measurable value for both SailPoint and its partners.

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 prospect 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 believed to be required to get from discovery to the next steps in the sales cycle.
• Ability to work closely with the leadership team to refine ideas and make sales strategy as effective as possible.

Nice To Haves

• Preferred but not required: 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

• Medical, dental, and vision insurance
• Short-term and long-term disability coverage
• 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
• May be eligible for the SailPoint Corporate Bonus Plan or a role-specific commission, along with potential eligibility for equity participation.

What This Job Offers

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