Sales Director, Strategic Accounts(BeNeLux)

Overview

SailPoint is the leader in Identity Security. SailPoint customers represent half of the Fortune 500 and half of the ASX 50. This community of customers, partners and analysts trust SailPoint to solve complex challenges. SailPoint continues to grow globally and expanding our global presence creates opportunities for top salespeople to be part of our culture.

We are recognized by analysts such as Gartner, Forester and Kuppinger Cole as a market leader. 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 employees voting us “best places to work” – 15 years in a row.

The role

Senior Sales Leader - BeNeLux to sell our Identity Security Solution.

This will include direct management of the strategic sales team and matrix leadership of the associated supporting functions.

This position is responsible for managing a team of sales professionals who sell to end users directly and leverage the support of our influential channel partners in selling our market-leading IGA Solution Suite. Primarily a SaaS offering, our IGA Suite sits at the heart of an organization\'s enterprise security.

Requirements include a successful track record of leading sales teams within high-growth SaaS or Cyber-security organizations, and ideally experience leading sales during a transition from on-prem to SaaS. Our sales managers bring structure and rigour to all aspects of the sales process including pipeline and forecasting while acting as an inspirational leader to their teams.

The path to success

The activities of the first few months are critical to creating the desired impact and acceleration of the business within your region.

1-month milestones

• First month is likely to be more internally focused.
• Approach onboarding sessions with a clear plan to maximize their value and ensure you gain the necessary insights.
• Evaluate the status quo within your reporting structure, consisting of detailed analysis of People; Process; Cadence; Structure.
• Work with Talent Acquisition to identify candidates for any open requisitions and develop a plan/pipeline to address potential backfill requisitions.
• Coordinate meetings with key leadership and relevant peers, ensuring thorough preparation to maximize their value.
• Engage with and establish relationships with key supporting functions beyond your immediate reporting structure.
• Familiarize yourself with our products, success stories, and key differentiators. Articulate SailPoint value proposition.
• Passed “1st Mate” enablement badge.

2-month milestones

• During your second month your focus should begin to move beyond your immediate team.
• Evaluate the status quo within the non-direct support structure, including People; Process; Cadence; Structure.
• Evaluate the status quo within your install base, your target Customers & Partners.
• Begin to arrange meetings with Customers & Partners.
• Evaluate the quality of the pipeline & forecasting process, and identify opportunities for improvement.

3-month milestones

• Develop a 12-month plan for your business, broken down by milestones with primary actions required to attain the goals.
• Present the business plan to your manager and the region-specific Leadership Team.
• Identify the first of any new hires you intend to make and confirm start dates.
• Develop plans with marketing and the partner team to show white-space opportunities in existing customers and potential new logo opportunities; identify potential customers with compliance/governance requirements and/or business drivers needing an IGA solution.
• Passed “Sailing Master” and “Quarter Master” enablement badges.

6-month milestones

• Develop a 3-year plan for your business, broken down by milestones with primary actions required to attain the goals.
• Your People; Process; Cadence; Structure should be adjusted and refined to support your plan.
• Demonstrate progress in process and/or results in relation to these four areas of focus.
• Acquire a “Captain” enablement badge.

12-month milestones

• By the end of your first year, you should be on track with established plans and have built a strong foundation for sustained growth. Update your three-year plan based on current position.
• Reassess and enhance the People, Process, Cadence, and Structure—direct and indirect—to ensure continued alignment with goals and execution capability.
• Maintain rigor in the forecasting process, ensuring ongoing accuracy and reliability in projections.
• Collaborate with marketing and the partner team to identify white-space opportunities within existing accounts, uncover potential new customer prospects, and identify organizations with compliance/governance requirements necessitating an IGA solution.
• Ensure that the pipeline is 3x quota.

EEO and application accessibility

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.

Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.

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