Senior Solutions Engineer

Are You Ready to Make an Impact in Identity? 
We hire the best to work with the best. Every SailPoint Crew Member embodies our philosophy of living by our values – the Four I’s

• Innovation - Developing creative solutions to real challenges

Our solutions deliver unique, compelling value to our customers and partners. In fact, we expect to have a significant, positive impact on the bottom line. We passionately strive to help our customers run their companies better and faster. Their success breeds our success.

• Integrity - Delivering on the commitments we make

We understand what is expected of us and ensure that we have the resources to meet or beat that expectation. Because we empower our employees to do the right thing and place high value on open communications, every person who works in or with our company knows they can depend on us to do what we say we’ll do.

• Impact - Measuring and rewarding results, not activity

We believe effort should not be confused with progress. We ensure that every person in our company understands what success looks like and how to get there. People succeed here based on the delivery of measurable results. And we expect people on our team to deliver those great results with a great attitude.

• Individuals - Valuing every person at SailPoint

We believe that the single greatest asset of a software company is people. By treating everyone in our company as a person, not a number, we create a work environment that is responsive to needs both on and off the job. We take our business very seriously but maintain a healthy sense of balance in our lives.

About the Role

SailPoint is looking for a talented, collaborative, determined, and motivated Senior Solution Engineer to join the A/NZ team. You will be a team member of SailPoint’s presales organisation working with our sales teams to support direct and indirect sales efforts, as well as work with our partners and customers.  Your thorough understanding of Identity, Governance, User Administration, Access Management and Cyber Security, coupled with your excellent communication skills will enable you to effectively articulate the value of SailPoint solutions to both technical and non-technical audiences.  Expertise in discovering customer requirements, aligning SailPoint solutions to address identity challenges and demonstrating product capabilities is essential to success in this role.

The Path to Success

Becoming a successful Solution Engineer at SailPoint can be as simple as achieving 3 key milestones in 3 months – know SailPoint, know the platform, and demo the platform - with some key steps in between.

Within the first month your goals will include:

• Complete Getting started Checklist, including Pre/Post Revenue Onboarding Coursework, attending HR onboarding Sessions, access Identity University, and complete role specific suggested courses.

• Familiarise yourself with the High-level Function Org Chart; a high-level understanding of our main 5 business functions and the teams that compose them.

• Make use of all video collateral to augment onboarding training.

• Learn the SailPoint pitch.

• Meet the team – Digital Sales, your AE’s, Marketing, Channel, Sales Leadership. (Schedule intro meetings with key stakeholders as identified by your manager)

• Meet your buddy and set up Bi-weekly meetings & 1 to 1’s with your manager.

• Listen in and shadow discovery calls, presentations, demos as much as you can

• Familiarise yourself with key administrative tasks and important metrics

Within 3 months at SailPoint you will have:

• Completed all assigned training to become ‘field ready’

• Present SailPoint, platform and demo to your manager

• Continued to have periodic meetings with your buddy

• Have regular scheduled meetings with your partnering Account Executives, Digital Sales, Customer Success and Delivery Services Team.

• Ready to execute as Lead Solution Engineer

• Know the RFx response process, tools and lead your first RFx response

By the end of your first 12 months at SailPoint you will have:

• Completed your platform training and attained product certification

• Build and maintain a value driven, outcome base narrative

• Confidently engage with senior execs and articulate the business values of identity security

• Led the technical aspects of opportunities alongside your partnering Account Executives from discovery, to presentation, to demo, to evaluation and to close

• Contribute to customer success stories, white papers, blogs and social media posts that show our expertise in the Identity Security Market.

• Actively participate in internal meetings, knowledge sharing sessions and enablement

• Mentor and coach new sales and presales team members on SailPoint solution

• Be the Solution Engineering rock star you were born to be

Requirements:

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

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

• Excellent written and verbal communications skills.

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

• Familiarity with Java, XML, LDAP, SQL is desirable.

• Understanding of Cloud platforms like Azure, Google and AWS is desirable.

• Ensure proposed deals include technical solutions that accurately address customer needs, and appropriately supported by key customer technical decision-makers.

• Lead and engage in technical conversations with customers.

• Work with Product team to improve roadmap based on technical experience with customers.

• Understand and ability to explain Identity Security processes, deployment models & best practices.

Location:

• Melbourne, Australia.

• Travel is expected.