Strategic MSP/MSSP Account Executive

The Opportunity

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 strategic salespeople to become a part of our industry leading culture. We are recognized 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.

As the leader in Identity Security, SailPoint harnesses the power of AI and machine learning to provide the central control point for enterprise risk management. We are a high-growth, Gartner-recognized leader in Identity Security as a Service (SaaS) and the only company with a multi-tenant, microservices-based SaaS IGA solution. With our continued global expansion, we are seeking a dynamic and results-driven sales leader to join our award-winning culture, recognized as a "Best Place to Work" for 15 consecutive years.

The role:

SailPoint is opening this role to act as an engine for strategic expansion by identifying and developing partnerships with organizations outside our traditional routes to market. The focus of this role will be to build new alliances to unlock new revenue streams, and new customer segments that have not yet been explored. This role will take part in the entire lifecycle of the partnership – from prospecting and outreach, through negotiation and execution. Success in this role will deliver measurable value for both SailPoint as well as our partner.

About You:

You are a strategic thinker with a proven track record in sales and business development within the cybersecurity sector, specifically in channel, alliances, or partner-facing roles. You possess both business and technical fluency in Identity Security concepts and core cybersecurity principles such as SOC, MDR/XDR, and SIEM. Your extensive knowledge of the MSP/MSSP landscape, coupled with your existing relationships and goal-oriented mindset, will be critical to your success.

To excel, the position requires a strategic account executive:

• Who is a skilled communicator in first engagements and discovery calls analyzing the prospects needs to qualify an opportunity.
• Who will be highly proficient in understanding and presenting the value of SailPoint solutions and how they compare to Microsoft, Okta, and Saviynt.
• Who will provide a superior customer experience from the first discovery call and leverage their skills in competitively positioning our solutions and a broader value proposition including partner services.
• Who can lead a virtual team of partner resources, presales, partner manager, deal desk, professional services, BVA team, and customer success to deliver sales wins and customer success.
• Who does not operate independently, instead sells as a team.
• Who can act as the quarterback; take initiative and prep the team on what is needed from them prior to calls.
• Who can make good decisions about who should engage and when and make people accountable for following through.
• Who can create a territory or opportunity plan, which includes the steps you believe are required to get from discovery to the next steps in the sales cycle.
• Who will work closely with the leadership team to refine your ideas and make your sales strategy as effective as possible.

Responsibilities:

• Partner Identification & Qualification: Identify and qualify MSP/MSSP prospects that have robust security offerings but lack mature Identity Security expertise.
• Strategic Partner Development: Build and execute strategic partner development plans, including outreach, presentations, and customized value propositions that highlight the critical role of Identity Security within their broader cybersecurity offerings.
• Partnership Agreements: Drive partnership agreements from negotiation to closure, ensuring mutual value and alignment with SailPoint’s business objectives.
• Internal Collaboration: Collaborate with internal stakeholders, including Partner Programs, Sales Leadership, and key executives, to develop and execute a unified strategy to support these partnerships.
• Relationship Management: Develop and maintain strong relationships with leadership within our MSP/MSSP partners to drive focus on SailPoint products and solutions as part of their go-to-market strategy.
• Pipeline & Revenue Growth: Activate, accelerate, and sustain sell-through motions with MSP/MSSP partners to create a predictable pipeline and drive revenue growth through active measurement and reporting.

The path to success:

• 1-month milestones:
• Company Immersion: Learn SailPoint's history, mission, and core values.
• Product Knowledge: Master the SailPoint pitch and product offerings.
• Team Integration: Connect with key stakeholders and partners.
• Process & Tools: Familiarize yourself with our CRM, sales tools, and partner resources.
• Onboarding: Complete the SailPoint Revenue Organization onboarding program.
• 2-month milestones:
• Territory Planning: Establish a high-priority list of prospective partners and develop outreach strategies.
• Messaging Development: Create compelling value propositions and "Better Together" presentations.
• Initial Engagement: Begin outreach to establish introductory meetings with prospective partners.
• 3-month milestones:
• Playbook Creation: Assist in creating an MSSP Partnership Playbook.
• Advanced Discussions: Be in advanced partnership dialogues with at least two prospective MSSPs.
• Refined Target List: Solidify your list of target organizations.
• Collateral Development: Begin creating internal materials to scale our go-to-market strategies.
• 6-month milestones:
• Strategic Plan: Present a forward-looking 18-month strategy with clear milestones.
• Program Review: Analyze the previous six months of activity and adjust the plan as needed.
• Pipeline Health: Demonstrate a healthy pipeline of prospects to achieve your goals.
• Progress Review: Show tangible progress in advancing strategic partnerships and program maturity.

Education: Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field.

Travel: Business travel of approximately 50 percent yearly is expected for this position.

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.