MSP Channel Sales Representative

SailPoint; United States; Remote; USD 70,000 - 120,000; Full time

Job summary

SailPoint, a leader in Identity Security, is looking for an MSP Channel Sales Representative to drive the expansion of IGA solutions through strategic partnerships. The ideal candidate should possess a strong sales background with experience in indirect selling, focusing on building robust partnerships and delivering exceptional results. Join SailPoint's dynamic team and contribute to paving the way in the identity management market.

Qualifications

• 3 years of direct sales or channel experience, preferably in Identity or Enterprise Security Software.
• Foundational understanding of managed IT services, cloud computing, and cybersecurity.
• Experience in a partner-oriented sales environment.

Responsibilities

• Build and maintain relationships with MSP partners.
• Develop and execute sales strategies to help partners achieve revenue targets.
• Act as a subject matter expert on IGA trends.

Skills

Sales Strategy

Relationship Management

Identity Governance

Communication

Negotiation

Job description

SailPoint is the leader in Identity Security . SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This customer strength provides us with a great community of customers, partners and analysts who trust SailPoint and our team to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top performers to become a part of our awesome culture.

We are recognised by Analysts such as Gartner, Forester and Kuppinger Cole as the leader in the market and we continue to push ourselves to define the market rather than follow what the analysts or competitors are marketing. Organizations struggle to understand who has access to what applications and data and we help them answer these key questions. Identity security is the central control point for risk management for the enterprise.

We are proud of our team and the culture we have built which has led to our employees voting us “best places to work” – 10 years in a row.

The role:

We are seeking a dynamic and driven MSP Channel Sales Representative to join our team, focused on expanding our Identity Governance & Administration (IGA) solutions through strategic Managed Service Provider (MSP) partnerships.

This role requires a self-starter with a strong desire to develop deep skills in indirect selling, relationship management, and the identity management market. The ideal candidate will have a proven track record in assisting partners drive go to market activities, and a working knowledge of the Identity Governance market. Candidates should have experience working in an indirect sales environment to identify, qualify, and overachieve sales goals. A proven track record of driving sales, achieving targets, and establishing strategic relationships within a software provider or service provider organization is a plus.

As an MSP Sales Representative, you will play a key role in positioning our IGA solutions as the preferred choice for MSPs looking to offer Identity as a Service (IDaaS) to their customers.

MSP Partnership Development:

• Build and maintain strong, long-term relationships with existing and new MSP partners.
• Collaborate with MSPs to develop joint business plans that align with strategic goals and revenue targets.

Sales Strategy & Execution:

• Develop and execute sales strategies to help partners achieve revenue and net new logo targets for the assigned partners and/or territories.
• Assist partners in driving transactional volume through the following activities:
  • Generate new opportunities through demand generation efforts
  • Alignment to SailPoint sales quotation, discounting, and order fulfillment processes
  • Act as the initial point of contact for Partners participating in the MSP sales program focused on assigned market segments.
• Utilize CRM systems to track sales activities, manage leads, and generate accurate forecasts.
• Partner closely with the MSP partner’s sales team to drive sales opportunities through effective lead generation, pipeline management, and deal closure.
• Participate in joint sales and marketing activities, such as events, webinars, and campaigns, to generate leads and build market awareness.
• Collaborate closely with SailPoint MSP Program leadership for alignment to programmatic goals and objectives and to ensure proper visibility.

Enablement & Training:

• Work closely with MSP partners to enable them on the value proposition of our IGA solutions, helping them effectively position and sell to their customer base.
• Provide ongoing training, support, and resources to MSP partners, ensuring they have the tools and knowledge to succeed.

Market Insights & Reporting:

• Act as a subject matter expert on IGA trends and the MSP landscape, providing insights to internal teams to refine product and go-to-market strategies.
• Monitor partner performance, track key metrics, and provide regular reporting on the health and success of the MSP program.

Customer Success Collaboration:

• Collaborate with partner success teams to ensure MSP partners are delivering exceptional service to end customers and maximizing the value of IGA solutions.
• Identify opportunities for upselling and cross-selling additional services within existing MSP customer accounts.

About you:

• 3 years of direct sales or channel experience, preferably in the Identity or Enterprise Security Software market
• Foundational understanding of managed IT services, cloud computing, cybersecurity, and other relevant technologies.
• Experience in a partner-oriented sales environment
• Understanding of SaaS, sales and partner management in fast-growing software companies
• Business travel is expected for this position
• Excellent communication, presentation, and negotiation skills.
• Goal-oriented mindset with a drive to exceed targets and deliver exceptional results.

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, disability, or veteran status.

About the company

SailPoint provides enterprise identity governance solutions with on-premises and cloud-based identity management software for the most complex challenges.

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