Senior Solutions Engineer

SailPoint Technologies; United States; Remote; USD 76,000 - 120,000; Full time

Job summary

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

In this role, you will conduct product demonstrations, assist in RFP responses, and help map customer requirements to SailPoint solutions, delivering business value across complex enterprise environments in Japan, with

Qualifications

• 5+ years as a pre-sales technical resource in an enterprise software company.
• Excellent written and verbal communications skills.
• Knowledge of web services, application servers, databases, virtualization, and directories.
• Familiarity with SaaS architecture.
• Experience with Identity, Governance and Access Management is preferred.

Responsibilities

• Participate in the sales process with direct and channel teams.
• Discover customer requirements and align SailPoint solutions.
• Present SailPoint functions, value, and differences.
• Provide product demonstrations to prospective customers.
• Assist in developing RFP responses with the RFP team.
• Participate in POV evaluations, onsite and remote.
• Provide feedback to Product Management on enhancements.

Skills

Communication skills

Customer discovery

Business acumen

Presentation skills

RFP responses coordination

Education

BA/BS or global equivalent

8 years related experience

Tools

Java

XML

LDAP

SQL

JSON

Azure/AWS/GCP

Job description

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 Japan sales region for Enterprise 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 Japan.
• We anticipate 25% travel and flexibility to travel within Japan 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 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.