Regional Vice President, Strategic Accounts

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 salespeople to become a part of our awesome 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. 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” – 15 years in a row. 

The role: 

We are seeking a RVP of Strategic to sell our Identity Security Solution to the most Strategic Accounts in TOLA.

We are searching for a Leader of our Strategic organization.  This will include both 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 Solution Suite sits at the heart of an organization's enterprise security.   

The position requires someone with a successful track record of at least 6 yrs leading sales teams within high growth SaaS or Cyber-sec organizations, and ideally someone who has lead 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 whilst also acting as inspirational leader to their teams.   

The path to success: 

The activities of 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 any 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. You should be confident in articulating the 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, consisting of detailed analysis of People; Process; Cadence; Structure. 

• Evaluate the status quo within your install base, your target Customers & your Partners. 

• Begin to arrange meetings with Customers & Partners  

• Evaluate the quality of the pipeline & the forecasting process, looking for immediate and long-term opportunities for improvement.   

3-month milestones:   

• Develop a 12-month plan for your business, broken down by milestones, underpinned with primary actions required to attain the goals. 

• Present the business plan to your manager & the region-specific Leadership Team 

• Identify the first of any new hires that you intend to make and have start dates confirmed. 

• Develop plans with marketing and the partner team to show the white space opportunities in your existing customers + potential new logo opportunities + identify potential customers with compliance/governance requirements and/or business drivers requiring 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, underpinned with primary actions required to attain the goals. 

• Your People; Process; Cadence; Structure should have been adjusted & refined to support your plan.  

• Ability to demonstrate where you have already moved the needle and the improvement of process and/or results in relation to these four areas of focus. 

• Acquired “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. At this stage, you should refine and update your three-year plan based on your current position. 

• Reassess and enhance the People, Process, Cadence, and Structure—both direct and indirect—to ensure continued alignment with overall goals and the ability to execute effectively. 

• Maintain rigor within 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, new logo opportunities, and pinpoint organizations with compliance, governance, or business drivers necessitating an IGA solution. 

• Ensure that pipeline is 3x quota. 

College Degree or relevant experience required