Advisory Solutions Consultant

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 role: 

SailPoint is seeking an Advisory Solution Consultant (pre-sales Solution Engineer) to support the Germany Public Sector sales regions for Public Sector accounts. You will partner with our sales teams by applying your technical abilities and business acumen in support of SailPoint’s growth objectives. 

Responsibilities: 

• Actively participate in the sales process and work closely with the direct and channel sales teams 

• Discover and understand customer requirements and align our solutions to those requirements 

• Present SailPoint business functions, value, and competitive differences 

• Provide product demonstrations to prospective customers 

• Assist in developing RFP responses in coordination with our RFP response team 

• Participate in onsite and remote Proof of Value (POV) evaluations 

• Provide feedback to Product Management on product enhancements 

Requirements: 

• 5+ years professional experience as a pre-sales technical resource in an enterprise software company (B2B) 

• Excellent written and verbal communications skills 

• A working knowledge of technical infrastructure including web services, application servers, databases, virtualization, and directories is required 

• Conversant in modern SaaS architecture 

• Familiarity with Java, XML, LDAP, SQL, JSON, Azure/AWS/GCP is desirable 

• 3+ years working with Identity, Governance and Access Management solutions is preferred 

Our ideal candidate possesses:  

1) Technical pre-sales experience in complex enterprise environments 

2) Thorough understanding of Identity, Governance, User Administration, and Access Management.  

Must-have attributes: 

• Exceptional communication skills 

• High EQ, expertise in discovering customer requirements 

• The ability to articulate and demonstrate enterprise solutions aligned to business outcomes. 

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 

Location: 

• Residence in Germany

• We anticipate 25% travel and flexibility to travel within Germany will be necessary. 

Education: 

• Preferred, not required: BA/BS or global equivalent 

• 8 years of related experience 

SailPoint is an equal opportunity employer and we welcome everyone to our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability. We evaluate applicants using job-related, objective, and non-discriminatory criteria. Our job titles, job descriptions, and recruitment processes are intended to be gender-neutral and to support equal pay for equal work or work of equal value.

As a part of the total compensation package, this role may be eligible for participation in one of our performance-based cash compensation programs - the SailPoint Corporate Bonus Plan or a role-specific commission plan, along with potential eligibility for equity participation. SailPoint maintains salary ranges for its roles to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect SailPoint’s differing products, industries, and lines of business. The base salary for this role will be in this range from (min-max, LOCAL CURRENCY):

Additional offerings include a variety of benefits, including health, retirement, EAP, leave support, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on location, date of hire, schedule type, and the applicability of collective bargaining agreements or local statutory requirements. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.