Description
:
1. Manage a successful business relationship between SailPoint and assigned client accounts; benchmarked on the achievement of a fixed number of Verified Outcomes and Retention
2. Compile clear, time-boxed plans/engagement models to ensure delivery of a successful identity security program over time
3. Monitor accounts for change in solution/product usage, personnel, goals, mission, financial conditions, competitor involvement and other areas that could have an effect on the clients’ ongoing use and/or satisfaction with SailPoint’s products and services
4. Provide coaching and advice to clients on the use of SailPoint’s solutions for identity management, compliance, role management, and access request management; develop insights into the challenges faced by client organisations and provide recommendations based on an in-depth understanding of how the SailPoint platform solves those problems
5. Interfacing with delivery partners on project statuses, compiling mutual plans in advancement
6. Provide strategic updates on clients’ performance to SailPoint Senior Management, plus additional functions
7. Identify new opportunities for expanding SailPoint product/service usage to maximise client success and SailPoint revenue growth
8. Ensure customer renewal and retention for SailPoint
9. Cultivate additional SailPoint Advocates within assigned customer base
Requirements:
10. Bachelor’s degree or equivalent work experience
11. Strong customer facing skills, with a highly professional demeanour
12. Strong consulting skills. Ability to gather and analyze information and produce strategic insights into clients’ organisational and technical challenges
13. Ability to communicate technical details to a non-technical audience
14. Ability to set and communicate expectations, skill in mediation
15. Must be highly organised and able to define structure with multiple stakeholders
16. Ability to build lasting relationships based on trust
17. Takes ownership of challenges, aligning with necessary subject-matter expertise to mitigate
18. Self-motivated, strong work ethic, creative, customer-centric personality
19. Advantage: Any experience in outcome/requirements formulation, or project management/delivery planning
The path to success
Within the first 30 days:
20. SailPoint Overview: Learn about the company’s history, mission and core values
21. Product / Service Offering: Learn the SailPoint pitch
22. Meet the team: Introduce yourself to key stakeholders such as regional leaders, your team, AEs, marketing, channel, support, professional services, etc
23. Mentorship: Meet your onboarding buddy and set up regular meetings & 1:1s with your manager
24. Tools: Familiarize yourself with the tools provided, such as Salesforce, Gainsight, Tableau, ServiceNow, etc.
60 days:
25. Enablement: Complete revenue org onboarding enablement, role specific enablement, SailPoint certifications, and all assigned compliance / security tasks
Shadowing: Shadow CSMs on customer meetings
Portfolio: Review your assigned customer portfolio, familiarise yourself with the customer success plans, conduct internal handovers with AEs/CSMs to understand each customer’s objectives and opportunities
26. Customer Meetings: Conduct introduction sessions & schedule regular meetings with your customer base
90 days:
27. Renewals: Accurately forecast renewals, identify & mitigate risk, and work with Renewals Managers, AEs and Partners to close renewals on time
28. Revenue Generation: Uncover opportunities for upsell/cross-sell based on customer utilisation and expanded use cases
29. Customer Advocacy: Build customer champions through the SailPoint Admirals Program, case studies, and customer speaking opportunities for user groups
30. Continuous Learning: Stay up to date on new information distributed to the team, product roadmaps, thought leadership and industry trends
31. Feedback: Actively seek and incorporate feedback from peers, mentors and management
Travel:
Estimated from 10% to 25%
SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.