Senior Solutions Specialist

SailPoint is the leading, AI-driven security platform providing the autonomous governance that best solves the needs for the modern enterprise. By harnessing the power of AI and machine learning, SailPoint automates and streamlines the complexity of delivering the right access to the right identities and technology resources at the right time. Delivered at the scale our enterprise customer's demand.  

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. 

The AMS Solutions Specialist provides technical pre-sales support to the wider Solutions Engineering team during the technical evaluation (POC) phase of an opportunity. They will have a deep Identity Management background supported by passion for problem solving, an extensive knowledge of integrating with common systems, platforms, and applications in use today such as SAP, ServiceNow, Oracle, Microsoft Azure, AWS.  

As part of the Solutions Engineering organization, you will work closely with Account Executives, Product Management, Professional Services and Delivery Partners across AMS.

The AMS Solutions Specialist is primarily responsible for supporting the Field SE in achieving the technical win for opportunities with complex requirements via the SailPoint proof-of-concept process.

The position requires interaction with both line-of-business and technical customers. The ideal candidate must clearly explain aspects of both the product and implementation at the technical, functional, business, and strategic level, which is suitable for the situation. 

 
The candidate will have expert knowledge of the Identity Security & broader Cyber Security market and associated technology to design and build solutions that differentiate SailPoint from our competition. 

The candidate also has strong Java and Web application development, deployment & implementation skills.  A working knowledge of Beanshell, XML, GitHub, Tomcat, MySQL, VMWare, SQL, LDAP, XML, Active Directory and Eclipse IDE is also highly desired with excellent working knowledge in one or more of SAP, ServiceNow, Oracle, AWS, Azure and Google Cloud.  
 

Responsibilities: 
 

• Define and agree use-cases required to support the Prospects technical and business requirements 

• Map and articulate these use-cases back to the prospect as strategic business outcomes 

• Demonstrate how the SailPoint platform will achieve their goals 

• If required, develop custom code to achieve a successful outcome 

• Coach and guide them towards best practices 

• Manage the proof-of-concept process from end to end 

  • Create and deliver technical enablement for the AMS Solutions Engineering organization 

  • Coach and mentor other Solution Engineers to help develop their conversations & technical skills. 

• Develop, document, and promote custom assets and solutions  

  • Where appropriate, join large opportunity sales teams to provide early technical guidance and coaching 

• Where appropriate, lead small opportunities throughout the sales cycle 

Requirements: 

• 5+ years professional experience as a technical resource in an enterprise software company. 

• 5+ years experience in the identity management/governance space. 

• Previous expertise implementing the SailPoint platform is a plus 

  • Strong demonstratable skill in integration with SAP, ServiceNow, AWS, Azure and Google Cloud and HR source systems 

• Fluency with Java and XML 

• Excellent written and verbal communications skills 

  • Familiarity/fluency with commercial security applications, enterprise directories and experience with the monitoring/management/deployment of said products is highly desirable 

Location 
 

• The position is based in the US or Canada.  Candidates must be able to travel across the US and Canada from time to time. 

Education:

• BA/BS or global equivalent experience; 8 years of related experience

Path to Success: 

Within the first 4 months you will: 

• Learn the Identity Security and Identity Management space 

• Participate in demos best practices training, presentation skills training, negotiation,  

• Handle initial demos and discussions in IGA 

• Attend Revenue Onboarding for a deep dive into Challenger Sales training 

• Hone technical discovery skills through SE Scrum groups 

• Pitch to Account Executives (AEs) to master messaging and build relationships 

• Navigate internal relationships with Customer Success Managers, Product Management, Professional Services, and Partners 

• Coordinate with AEs before and after client calls, tying what is presented back to business value 

Within 6 months to 1 year, you will: 

• Contribute to building new technical collateral for organization-wide use 

• Grow familiarity with IT audit functions, regulatory frameworks, SOX, HIPAA, NERC-CIP, GDPR, and CCPA 

• Speak at national or regional conferences and meet ups 

• Proactively network and build your own personal brand 

• Articulate the business value of SailPoint as a strategic sale 

• Communicate at the business level with clients outside of IT, such as HR, Finance, risk management, counsel, lines of business 

• Be fluent in the language of Identity Security 

#LI-REMOTE #LI-AS1